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N I A D A

Special Legislative Issue FEDERAL LEGISLATIVE ACTIVITY FEDERAL REGULATORY DEVELOPMENTS ALSO INSIDE

Get Better Results From Your Advertising Dollars Give Your Portfolio An MRI Keeping Your Inventory Safe From Theft

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contents 0 1 . 2 0 0 8 Volume 28: Number 1

COLUMNS

FEATURE STORIES 16

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Legislative Changes And Updates Keith Whann discusses the latest legislative events.

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NIADA’s Certified Master Dealer Program gives dealers the tools they need to grow and be successful in 2008.

Shifting Gears Online

Common sense approaches to sending effective e-mails.

Technically Speaking

How to decide if search engine optimization is right for your dealership’s Web site?

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Car Talk

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Selling Point

Leadership Decisions There are five crucial leadership choices observed by your followers everyday.

NIADA Message

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Get suggestions to help better protect your dealership from auto thieves.

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Get The Most From Your Digital Advertising Smart advertisers now realize that the trend is not going from old media outlets to new media outlets; rather, the trend is about combining the two media outlets so they work in harmony with each other.

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USED CAR DEALER MAGAZINE

The Car Counselor answers some of the toughest questions facing dealers today. Send him a question at carcounselor@niada.com

Dealer Education

To achieve your goals you first have to fix what is broken. That could be you, your mind, your actions or your process for achieving your goals.

Financial Matters

Now that 2007 is over, operators are encouraged to take a more comprehensive look at their portfolio performance and learn from their past losses, not repeat them.

Industry Inside

As we head into 2008, there are several additional challenges facing independent used car dealers, especially the smaller ones.

Automatic Overdrive

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Driving Traffic

JANUARY 2008

FRONTLINE

• NIADA Announces New Platinum Preferred Providers • NADA Celebrates Their 91st Convention And Expo • CalAmp Launches Sixth Generation Aircept Products and Satellite Mapping Services For Mobile Asset Tracking • Autobytel Expands Used-Car Services for Dealers • CNW Reveals The Largest Percentage Of Used Shoppers Turn to Older Units

Car Counselor

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If you have been wondering why your salespeople are missing deals, you might want to take out a magnifying glass and look at your selling process.

DEPARTMENTS 12

IN EACH ISSUE

So, given the coming Red Flag ruling, you may not want to wait for any “Red Flags” of your own. The sooner you adapt an identity verification program, the better. If you are a dealer that wants more…more prospects…more sales…more money, you can have it all no matter what the economic conditions. The caveat? You must be willing to do something different.

USED CAR DEALER WANTS TO HEAR FROM YOU. TELL US WHAT YOU THINK! Used Car Dealer encourages its readers to send comments, opinions and suggestions about the publication for reprint. Letters can by e-mailed to editor@niada.com. Include your full name, address and phone number. We are unable to publish all letters and may edit letters for length and clarity. This is a great opportunity to hear back from our readers on what they thought about the articles and what topics they would like to see covered in future issues.


A DIVISION OF NIADA SERVICES, INC.

NIADA SERVICES BOARD MEMBERS 2007-2008 Tim Swift Chairman

Chris Martin Vice-Chairman

Michael R. Linn President

Mike Cunningham Secretary/Treasurer

Board Members

Corry Auto Dealers Exchange 12141 Rt. 6, PO Box 317 Corry, PA 16407 (814) 664-7721 E-Z Auto, Inc. PO Box 35808 Fayetteville, NC 28303 (910) 868-3000 NIADA Services, Inc. 2521 Brown Blvd Arlington, TX 76006 (817) 640-3838 Payless Cars & Trucks 909 East 22nd Street Tucson, AZ 85713 (520) 624-3344 Roger Hanke Anthony Underwood Vickie Hoover-Price

NIADA EXECUTIVE COMMITTEE 2007-2008 Chairman President President-Elect Exec. Vice President/CEO Senior Vice President Region I Vice President Region II Vice President Region III Vice President Region IV Vice President Secretary Treasurer

Randle Smith Sandra Moss Tim Swift Michael R. Linn Ralph Simms Bob Fahey Anthony Underwood Don Fincher Bill Heald Chris Martin Charles Teel

USED CAR DEALER MAGAZINE Publisher Editor/Associate Publisher Advertising Sales Manager Production Manager Graphic Artist Printing

Michael R. Linn Causby Challacombe Chase Tidwell Christy Haynes Amy Moore Publishers Press

Used Car Dealer (ISSN 0279425X) is published monthly with one additional special issue, Used Car Industry Report, that is published in May by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203; phone (817) 640-3838. Annual subscription rates for NIADA members: $8 per year. Non-member subscriptions $80 per year. Periodicals postage paid at Arlington, TX, and at additional offices. POSTMASTER: Send address changes to Used Car Dealer, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Used Car Dealer or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as member of NIADA, does not constitute an endorsement of the products or services featured. CopyrightŠ 2008 by NIADA Services, Inc. All rights reserved.

USED CAR DEALER MAGAZINE

JANUARY 2008

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FRONTLINE NIADA ANNOUNCES

NADA CELEBRATES THEIR 91ST CONVENTION AND EXPO

New Platinum Preferred Providers NIADA has announced that Cars.com and Credit Acceptance have both become Platinum Preferred Providers. They join AutoTrader.com and this makes a total of three companies that have reached this prestigious status with NIADA. Cars.com and Credit Acceptance both have been heavily involved in NIADA publications,television programs, education seminars and conventions over the past few years. Launched in June 1998, Cars.com is a division of Classified Ventures, LLC, which is owned by leading media companies, including Belo (NYSE: BLC), Gannett Co., Inc. (NYSE: GCI), The McClatchy Company (NYSE: MNI), Tribune Company (NYSE: TRB) and The Washington Post Company (NYSE: WPO). Partnered with more than 200 leading metro newspapers, television stations and their websites, Cars.com (www.cars.com) is the most comprehensive destination for those looking to buy or sell a new or used car. The site lists more than 2.4 million vehicles from 15,000 dealer customers, classified advertisers and private parties to offer consumers the best selection of new and used cars online, as well as the content, tools and advice to support their shopping experience. Credit Acceptance was founded in 1972 by Don Foss, the world's largest independent used car dealer in the 1970's and 1980's, Credit Acceptance provides vehicle loans to consumers regardless of their credit history. Without our product, consumers may be unable to purchase a vehicle, may purchase an unreliable one, or may not have the opportunity to improve their credit score. Offered through a nationwide network of automotive dealer-partners, our Guaranteed Credit Approval Program provides dealerpartners with the opportunity to deliver credit approvals to consumers within 30 seconds through the Internet using our patented Credit Approval Processing System (CAPS). 6

USED CAR DEALER MAGAZINE

By Causby Challacombe

JANUARY 2008

The 91st NADA Convention and Expo will take place on February 9-12 and is at the Moscone Center in San Francisco, California. The Convention and Expo will focus on profitable ideas for dealers. With over 600 exhibitors spanning five halls and 750,000 gross square feet, this promises to be a stunning convention. See all the latest in technology when you visit the exhibitors and conclude transactions designed to improve your business. The speaker lineup is unprecedented. There will be 36 workshops offering many new faces and topics. For more information visit www.nada.org.

CALAMP LAUNCHES SIXTH GENERATION AIRCEPT PRODUCTS

and Satellite Mapping Services For Mobile Asset Tracking

CalAmp Corp. (NASDAQ: CAMP), a leading provider of wireless products, services, and solutions, announced that it has launched the Aircept LMU-1400 Location Messaging Unit for mobile asset tracking. In addition, CalAmp has integrated Google™ satellite mapping views into the Aircept online service for its digital cellular products. With the introduction of the LMU-1400, CalAmp expects to realize annual cost savings of approximately $1 million for the Aircept business based on current shipment run rates. Designed and manufactured by CalAmp, the Aircept LMU-1400 is a new GPS and GSM/GPRS tracking device that delivers 6th generation improvements. Enhancements include better performance through higher cellular receive sensitivity, the ability to simultaneously track up to 16 GPS satellites, Over-The-Air (OTA) delivery of software features, and lower overall power consumption. The Aircept LMU-1400 is available in a smaller and thinner package (2.0 x 4.0 x 0.8 inches) for easier installations. “Since 1999, the Aircept brand has been recognized for pioneering solutions for vehicle tracking, defining the intersection of internet, wireless, and GPS technologies,” stated Jarvis Tou, Vice President and General Manager of CalAmp’s Aircept business. “The introduction of the Aircept LMU-1400 delivers key improvements in performance and reliability. The addition of OTA provides leading edge capabilities and improved robustness. Companies that provide vehicle financing have come to depend on CalAmp’s patented technologies and processes, which enable lenders to lower the risk of their loans, and thereby address a larger market of potential customers.” CalAmp’s Aircept business provides both equipment and monitoring services for vehicle financing companies, including ‘Buy-Here, Pay-Here’ dealerships that specialize in automobile financing for high credit risk individuals. According to the 2007 National Independent Automobile Dealers Association (NIADA) Used Car Report, $75.8 billion in used car sales were financed through independent auto dealers in the United States during 2006 as Grade C paper or lower representing an annual addressable market of nearly 9 million vehicles. The Aircept LMU-1400 is available now direct from CalAmp Corp. Single unit prices, including shipping and handling, start at $191 each with 1-year of included airtime, and $216 with 2-years of included airtime. For ordering information, contact airceptsales@calamp.com.


AUTOBYTEL EXPANDS

Used-Car Services for Dealers Autobytel announced it is implementing an updated used-vehicle program designed to help dealers more efficiently connect with promising consumers. Executives pointed out the program will utilize such features as MyRide.com, optimal placement of listings for Autobytel subscribers, pay-for-performance pricing (though not available in all states) and more local advertising options. "The dealers have spoken and we have listened. A used pay-for-performance model is what they want and that is what we are providing, plus a whole lot more," stated Mark Garms, senior vice president of dealer operations and strategy. Garms goes on to explain that though there may be millions of potential used-car customers browsing millions of listings on MyRide.com, this new program is tailored so dealers can connect with potential leads in their specific area and those looking for the exact vehicles they have on their lot.

CNW REVEALS THE LARGEST PERCENTAGE

Of Used Shoppers Turn to Older Units

The latest data from CNW Research indicates that 67.6 percent of used shoppers are looking to purchase units five years old or older. Overall, the largest percentage of used shoppers is honing in on the eight- to 12-year-old category at 34.4 percent, CNW pointed out. Next in line are consumers looking for a unit that is one to four years old at 32.4 percent. However, CNW's data found that consumers intending to purchase units that fell within the five-year-old to seven-year-old segment, or the 13-year-old or older category are slowly gaining ground. Shoppers showed a slight upswing in their interest in the five- to seven-year-old category, up to 13.4 percent from 13.1 percent in 2005 and 12.3 percent in 2003. The largest jump, however, came about in the 13-year or older segment, where 19.8 percent of used shoppers indicate their interest. This is up from 15.4 percent in 2005, but down from 20.3 percent in 2003. "The share of used vehicles sought by usedcar shoppers that are over 13 or more years old

"We think the result is going to more and higher-quality leaders — all of which will be backed by a pure performance-based pricing model (in participating states)," Garms continued. Autobytel also presented interesting data collected by the National Automobile Dealers Association that supports greater attention to the used-vehicle market. The study noted that the difference between per-vehicle profits regarding used and new vehicles is larger than it has been in some 25 years. Compounded by the subprime fallout, used-vehicle sales are becoming increasingly important to dealers, the study indicated. Hence, the expansion of Autobytel's used-car program to help dealers tap into advertising opportunities in this market, officials explained. In addition to the optimal placement of listings on all of Autobytel's sites, subscribing dealers' listings can also list a toll-free, direct-to-dealer phone number that can be tracked. Dealers only pay for customer calls that last longer than 30 seconds, or are quality verified purchase requests, officials indicated. As these calls are tracked, detailed activity analysis is available as is recording of sales calls for team-evaluation purposes, the company noted. has grown in the past two years," reported Art Spinella, of CNW. "That, plus the potential for significant profits, has lead to a growing number of franchised new-car dealers to move into the Buy-Here, PayHere business, typically with a lot off-location from their franchised store," he continued. "While the numbers for true BHPH lots are small, they are growing steadily," Spinella explained. "In the first quarter of 2006, there

Also provided is de-duplication services and routing through a rapid response network, which is designed to quickly connect dealers to customers making a purchase request, officials pointed out. For more information, visit www.autobytel.com.

were about 4,200 BHPH lots. Today, there are 4,800. Those owned by franchised new-car dealers have grown from fewer than 370 to more than 475." He classified "true" BHPH lots as stores that carry their own paper, operate their own collections and rarely sell their loans to third parties. Breaking down the statistics, CNW discovered consumer interest in the following categories: One- to four-year-old units: CY03, 16.1 percent CY05, 27.8 percent CY07, 32.4 percent Five- to seven-year-old vehicles: CY03, 12.3 percent CY05, 13.1 percent CY07, 13.4 percent Eight- to 12-year-old models: CY03, 51.3 percent CY05, 43.7 percent CY07, 34.4 percent 13-year-old or older vehicles: CY03, 20.3 percent CY05, 15.4 percent CY07, 19.8 percent For more information on CNW, visit www.cnwmr.com. USED CAR DEALER MAGAZINE

JANUARY 2008

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A New Year, A Fresh Start

NIADA Message

NIADA Message

NIADA Message

NIADA Message

By Michael Linn

NIADA Message

NIADA Message

NIADA Message

NIADA Message

NIADA Message

NIADA Message

NIADA Message

NIADA Message

Executive Vice President and CEO of NIADA and president of NIADA Services, Inc., Publisher of Used Car Dealer Magazine.

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he car business is not easy. Rapidly changing technology, continually changing regulations---all of these and more make success difficult. A lot of dealer’s ask, “We’ve made money doing things ‘this way’ for 20 years… why should we change now?” The very simple answer is, the business world has changed, the industry has changed, and will continue to evolve, and so must your dealership. The pace of change is increasing. That is why each of you must consider “change” now. You have defined a clear case for change when your dealership sees a clear and convincing need for improvement…not a change for change’s sake, but the survival for growth, or for dominance. During 2007, the independent dealer lost market share in the sale of used motor vehicles. It appears that decline could very well continue in 2008! The number of independent dealer licensee’s are down in each state. But, change is a challenge. Some dealerships do it well, energized by the process, while others tire from the struggle. So how do you become one of the good ones? How do you increase sales? How do you improve your bottom line? That is where NIADA is here to help our members become the best in your business through the Certified Master

USED CAR DEALER MAGAZINE

JANUARY 2008

Dealer Training Program. ‘CMD’ is a training program for outstanding dealers in the used motor vehicle industry. As a result of the training and continued commitment to ethical practices and high business standards, participants become even more successful in their chosen profession. These professionals demonstrate wise • management choices • effective merchandising strategies • sound financial management that results in profits • efficient and appropriate human resources policies and procedures • and, proven business planning methods.

NIADA’s Certified Master Dealer Program gives dealers the tools they need to grow and be successful in 2008.

The DVD and presentation materials will be available soon and can now be ordered from the NIADA Web site at www.niada.com., or call us at (800) 682-3837. The DVD and materials are free to member dealers.

Receiving the national designation of ‘CMD’ is recognition of a dealer’s dedication to the industry and his/her proven record of stability, reliability and solid business practices. Our CMD program is taught by Joe Lescota, automotive studies department chair at Northwood University. He was a retail automotive executive and has over 26 years of frontline dealership, selling, management, and training experience. He makes the course very interesting and explains everything in detail so it is in an easy to follow format. To take advantage of this specialized training, dealers have three options for 2008: March 5-8, August 6-9 and November 20-23. All of the seminars will take place near NIADA headquarters in Arlington, Texas. For more information about eligibility criteria and to obtain an application, visit the NIADA Web site, www.niada.com or contact NIADA’s Director of Education, Georgia Brown, at georgia@niada.com. NEW DVD FOR DEALERS Community involvement is very important for dealers. NIADA has teamed up with our CMD Instructor, Joe Lescota, to put together a DVD and Presentation Packet to help you get more involved with your community high school(s). The purpose of the DVD is not to sell cars but to educate high school students on “how to buy a used car.” With the DVD also comes a packet to give you presentation suggestions. You can be as interactive in the presentation as you want. The DVD contains several steps to educate the student including: • Used Car Search • Financing options and credit • Buying a used car from a dealer versus a private seller • Pricing • Lemon Cars • Mechanical Inspection • Warranty • Delivery The DVD and presentation materials will be available soon and can now be ordered from the NIADA Web site at www.niada.com., or call us at (800) 682-3837. The DVD and materials are free to member dealers.


Which E-mail Is Most Important? Your NEXT One By David Kain

SHIFTING Gears

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President of KainAutomotive.com david@kainautomotive.com www.kainautomotive.com (866) 546-3438 KainAutomotive.com is an automotive training and consulting firm that specializes in Internet marketing and sales training.

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t is a common occurrence for me and my training partners to have dealership Internet team members request help on developing effective e-mails. From the auto response to the appointment confirmation and even long term e-mails there is a great need to find the right verbiage to generate a positive response from your prospects. Our experience has shown that there is no specific e-mail that is always effective and in the mix of e-mails that a typical Internet Specialist sends out there is no specific e-mail that is the one most valued by the prospect. So which e-mail is the most important? In my opinion it is the NEXT e-mail you send! Why? Please allow me to explain. Automotive Internet Shoppers start the buying process very early compared to a traditional offline car shopper and as such it is difficult to know which stage of the process they are in when a request is generated. Some prospects intentions are easy to tell because their request for information comes in with a request for information such as a Vehicle Identification Number (VIN) specific vehicle price request, a trade value request or even a make an offer request. In these situations it is very likely that if you respond with specific information about their request you will generate a response and be off to the races. However, there are some situations

USED CAR DEALER MAGAZINE

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where no matter what you send a prospect they likely not going to respond or at least respond in the manner you hope because they do not understand why you are contacting them in the first place. These situations are caused by today’s hypercompetitive lead generation environment where lead generators are under the gun to generate revenue and therefore they go to extraordinary lengths to convince a prospect to provide personal data that is then sold to a dealer as a lead. Although these leads are not as valuable to dealers they nonetheless pay the same price from lead aggregators. The bottom line – Understand where you generate your prospects from and ensure that your team has the advantage of working with leads generated from actual prospects that are more likely to respond to your approaches by e-mail, phone, postal mail and text. Given the market reality of a large volume of leads that dealers purchase from aggregators have no intention of buying right away, which I cannot see ending until dealer’s rebel against these practices, I wanted to offer some common sense approaches to sending effective e-mails. 1. Be your own focus group – Consider

Make it easy for your prospects to know who is sending them e-mail with a simple typed name of your dealership centered at the top along with a link to your Web site and your phone number. how you read your own e-mail and try to be considerate of this when you send out your own e-mail communications. If you find yourself opening e-mails from a particular company and reading them and responding then they are likely doing something right that you should incorporate into your own approach. Sometimes we look too much at other car dealerships to find the silver bullet approach when I find mimicking leading e-mail marketing companies like Amazon, eBay, Expedia and others to be more effective. Sign up for the eNewsletters or information e-mails from these sources if you really want to see how to nurture a prospect long-term. 2. Make the subject line relevant – Even if I was not expecting an e-mail from a car dealership I am likely to remember clicking on a link that said “click here

for your car price.” To that end make sure your subject line meets the expectations of the consumer and watch out so you do not send an e-mail with buzzwords that spam filters will catch easily. 3. Don’t write a book – I find that most consumers who rely on e-mails to gather information are scanners who will quickly scan an e-mail for information that is important to them. Because of this, I recommend short and especially easy to read e-mails that contain links to more information should the prospect see value. I especially like links to sources that provide trade values and financing information because if a prospects completes these fields they are showing their true intentions. 4. Tell them who you are – I know you would not hand me a business card without your dealership name or logo just as you would probably not send me a letter without your stationary. Make it easy for your prospects to know who is sending them e-mail with a simple typed name of your dealership centered at the top along with a link to your Web site and your phone number. I know you likely have this data in your signature at the bottom but if you consider how many times a television commercial tells you their phone number you can appreciate the benefit of this redundant act. 5. Make the message about them – If you are in the habit of sending blanket e-mails that are not relevant to the original request you mind find that prospects who will eventually consider you will not because the information you send is not about what they were interested in when they filled out the request. If you send me a commercial truck flyer and I wanted a convertible I may unsubscribe from future e-mails. 6. Be patient – A prospect may not respond right away no matter how Shakespearian your writing. Keep reminding them in subsequent e-mails that you are the right choice and you will eventually get the response you want. Keep this information in mind and I can assure you that prospects will start responding better to your e-mail communications. Most important of all – before you hit the send button – make sure you would see value in the e-mail you are about to send if you were the prospect. If you have questions or would like help with your own e-mails just let us know.


DEALER Educati DEALER Education

How To Have Your Best Year Ever B y M a r k Te w a r t

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Mark Tewart founded Tewart Enterprises Inc., in 1993. Tewart Enterprises Inc is a training, consulting/coaching and products company. www.tewart.com

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t’s a new year with high expectations, big goals and maybe new dreams. My question to you is, “Has anything really changed for you other than the calendar?” Having new goals and dreams is a great start but it takes more than that to succeed. You may need a complete makeover to have your best year ever. The gyms are packed with New Years resolution people and every year by April 95 percent of those people are no longer going to the gym. Here’s the scary truth. Traditional goal setting can keep you broke, fat and unhappy. The reason that traditional goal setting does not work is that it teaches you to set a goal and then work hard with persistence towards that goal. So what’s wrong with that you ask? Well, if that’s all there was to it at least 80 percent of everyone would be regularly achieving their goals. But that’s just not reality. To achieve your goals you first have to fix what is broken. That could be you, your mind, your actions or your process for achieving your goals. Just setting new goals because it’s a new year without addressing what causes you to achieve or not achieve your goals is futile. Changing a calendar is easy; changing your life takes a lot more introspection and work. Let’s dig in… Have you ever worked really hard for a goal and it seemed like the harder you worked the less progress you seemed to

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make? Usually this can be attributed to the fact that you are subconsciously sabotaging your success. It starts when you are thinking of a goal or writing down your goal. As you think of the goal you have a thought or feeling enter into the picture. The thoughts are feelings you have usually center around how hard it would be to achieve the goal or obstacles you could face or just a feeling of uneasiness. These thoughts or feelings occur because of mental conditioning you have acquired over the years. Imagine if you played a CD over and over. You would know the song and the words. You would be conditioned to sing it or hum the melody as it played. This song has become grooved into your brain. When you hear the song you are autoconditioned to the song.

You must recognize the old groove, scratch it all up and then play the new groove over and over. Your hopes, goals, dreams and fantasies must become your reality in your mind and heart before they materialize as reality in your world. You must condition yourself for success until you are a success and then you must keep doing so. Now imagine that your life and everything you do and have done is on that CD. If you were to examine your life you have created patterns of thoughts, feelings and actions that lead you to be auto-conditioned. Your life plays out in a certain groove. You tend to feel comfortable living in that groove even if it means not reaching your goals, failure, being broke or even misery. As much as you may say you hate those things you are more comfortable with the undesired results than the desired results. Everything you do on auto-pilot everyday supports these results and those feelings. Somewhere in your experiences in life you fall into patterns that support

your subconscious beliefs no matter how negative or limiting they may have become. To reach new heights, achieve bigger and better goals you have to scratch the record. You have to make that record virtually unplayable in your brain, feelings and actions. In other words you have to form new beliefs from creating different thoughts, feelings and actions. Begin a log or journal. Write down every action you take in every hour for each week and for a couple of weeks. Analyze and examine why you do these things. Analyze why you feel the way you do and think what you think when you are taking these actions. Where did these thoughts and feelings originate? Now try writing down your goal and closing your eyes and seeing yourself as if you have already attained the goal. Ask yourself why you want the goal. See it and feel it as vividly as you can. Write down 20 times a day in present tense that you have achieved the goal and the thoughts and feelings you are feeling as you achieve the goal. Create all new actions that form habits that support your goal. Immediately eliminate all non-supporting actions and habits. You must recognize the old groove, scratch it all up and then play the new groove over and over. Your hopes, goals, dreams and fantasies must become your reality in your mind and heart before they materialize as reality in your world. You must condition yourself for success until you are a success and then you must keep doing so. Successful athletes, musicians, business people and people from all walks of life do this everyday. There are billions of bright and talented people who never reach their goals or potential everyday because they are simply listening to the wrong CD. The CD started being recorded when they were young and keeps being recorded everyday and the music all sounds the same. Imagine your life as an iPod. You choose the music, you download the music that you choose, you play the music that you choose and you experience the thoughts and emotions you choose based upon the music you chose to play. Simply choose the music and play it. Stop listening to music that you don’t want to. Create a groove to have your best year ever.


F FINANCIAL Matters FINANCIAL Matters

Now’s The Time To Give Your Portfolio An MRI By Kenneth B. Shilson, CPA

FINANCIAL Matters

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Kenneth B. Shilson, CPA, is a Principal in Shilson, Goldberg, Cheung & Associates, LLP and President of Subprime Analytics

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s 2007 came to a close BuyHere, Pay-Here operators scurried to aggregate all their bad debt losses in order to claim a tax deduction. Unfortunately after these losses are compiled and deducted, they are quickly forgotten! This approach results in a very expensive tax deduction! In the challenging economic times of today, with low consumer liquidity, rising vehicle costs, and a highly competitive environment, operators need to learn from these losses instead of repeating them, if they expect to prosper. Although deducting bad debt losses for tax purposes is important, understanding what caused them is essential if they are to be minimized in the future. In these circumstances, operators are encouraged to perform a careful review of their subprime portfolios (in essence, a financial MRI) which should include the following analysis: 1. Static pool and loss liquidation calculations which compute performance statistics tied to the periods of loan origination. This allows operators to determine whether losses are increasing or decreasing and to identify important trends. In addition, it is important to USED CAR DEALER MAGAZINE

JANUARY 2008

compare the pace of losses between comparable periods of each year. 2. Loss rate analysis should include gross loss (before recoveries), net loss (after recoveries) and default rate calculations which ties them to their dates of origination. In this analysis the entire portfolio is segregated by time intervals so that loss trends can be compared. 3. Recovery rates should also be calculated to ascertain whether yields on repos and other recovery techniques are working successfully. Improving recovery rates can reduce net losses even when default rates remain the same. This is particularly important in periods of rising costs where operators start with more "cash in deal." 4. A comparison should be made of bad debt losses with deals that performed to identify underwriting differences and areas where future changes are needed. This comparison should focus on the vehicle cost, sales price, markup, down payment, payment amount, loan term and other components of each deal.

In the months ahead, the capital markets are expected to tighten. As I emphasized at a recent Buy-Here, Pay-Here conference there are only three (3) key elements to every Buy-Here, Pay-Here deal: 1.) the customer, 2.) the vehicle, and 3.) the deal structure. However, all three of these elements are vitally important to repayment success or failure. In order to maximize profits and cash flow, operators should not learn the appropriate underwriting mix through trial and error. This type of approach can cost millions of dollars in losses! Instead, portfolio analysis identifies the proper underwriting combinations before additional bad-debt losses are incurred. In the months ahead, the capital markets are expected to tighten. Increasing mortgage defaults will bring regulatory pressures that will cause financial institutions to adopt stricter lending policies. Lenders will likely require operators to prove portfolio performance with loss statistics including static pool and loss/liquidation calculations. Funding will occur only after due diligence is performed to ascertain whether borrowers

are following prudent underwriting practices and avoiding underwriting mistakes that result in higher charge-offs. Some operators believe that the use of internal credit scoring systems is essential to successful underwriting. In my experience, credit scoring only assures consistency and not that credit decisions will be successful. Only when credit scores are tied to portfolio loss statistics can the results be accurately evaluated. As individual portfolios perform differently, customized credit scoring models are needed to produce predictable results for each portfolio. Frequently, operators believe that centralized underwriting will produce positive results. Unfortunately, centralization also only improves consistency and does not guarantee repayment. If all the proper underwriting criteria are not carefully evaluated during the approval process, then the deal is doomed to failure, even when decisions are centralized. Some operators become frustrated when credit scoring doesn't immediately reduce losses. This often occurs when other elements like vehicle quality and deal structure are not evaluated and integrated into the internal scoring system. It is vitally important to match the right customers with vehicles customers can afford. In addition, deals must be structured so that repayment occurs during the anticipated life of the vehicle and not over some longer term which may be needed to produce a payment amount which the customer will accept. In summary, compiling bad debt losses to compute year-end tax deductions should be the start of portfolio analysis, not the end! Without careful analysis, underwriting mistakes will likely be repeated and the future will be no better than the past. Now that 2007 is over, operators are encouraged to take a more comprehensive look at their portfolio performance and learn from their past losses, not repeat them. Good luck in the New Year! Kenneth B. Shilson, CPA, is President of Subprime Analytics (www.subanalytics.com), which performs electronic portfolio analysis. Mr. Shilson is also the founder of NABD, which will host an its tenth annual National Buy-Here, Pay-Here Conference in Las Vegas, Nevada on May 6-8, 2007. For registration to the conference or for more information, visit www.bhphinfo.com or call (713) 290-8171.


NIADA Legal, Legislative & Regulatory Update 16

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By Keith Whann N I A DA G e n e r a l C o u n s e l

Federal Legislative Activity The Passenger Vehicle Loss Disclosure Act

S. 545, titled “The Passenger Vehicle Loss Disclosure Act” is similar to the Measures introduced at the end of the 109th Congress. The Bill would ensure that certain information regarding vehicles declared a total loss by an insurer or self-insurer are disclosed to the public in a commercially reasonable and electronically accessible manner. The information that would have to be disclosed includes the vehicle identification number of the vehicle, the date of declaration or determination of the total loss, the odometer reading on that date, a statement as to the primary reason for the declaration or determination of total loss, and a statement as to whether one or more airbags were deployed. Insurers oppose S. 545 because they claim it does not clearly define “total loss” and that it would be expensive to maintain a data base containing the required disclosures. We support the Measure, but recognize that there are other issues, such as the carry forward title brands, that could be addressed. A brand carry-forward provision is unlikely, however, due to the uproar surrounding the Real ID ACT implementation and the consensus viewpoint concerning unfunded state mandates.

Beginning with model year 2008 vehicles, the EPA is mandating the use of a newly designed fuel-economy label similar to that found on the Monroney Sticker for lightduty vehicles.

CAFÉ Legislation House Speaker Nancy Pelosi would like to get a vote on energy legislation, including controversial new vehicle emissions standards. Although a formal conference committee was never appointed, House and Senate staffers have been meeting for several weeks to try to reconcile the Senate Energy Bill passed in June and a House Bill passed in August. The Senate Bill, which Pelosi supports, calls for a 40 percent increase in fuel economy by 2020 to a combined 35-mpg for both cars and trucks. CAFE standards were left out of the House Energy Bill because more than 160 members endorsed an alternative proposal called "Hill-Terry" backed by most of the industry. That proposal provides automakers with more time and flexibility to meet the requirements, which range between 32 mpg and 35 mpg by 2022. Rent-To-Own Reform Act The Rent-To-Own Reform Act of 2007 is a Bill to amend the Consumer Credit Protection Act, to protect consumers from inadequate disclosures and certain abusive practices in rent-to-own transactions, among other purposes. This is modeled after legislation that is in effect at the State level and should not pose a problem for the industry as drafted. Arbitration Fairness Act The Arbitration Fairness Act of 2007 would amend Chapter 1 of Title 9 of the United States Code, more commonly known as The Federal Arbitration Act. The Bill states that Mandatory arbitration undermines the development of public law and is a poor system for protecting civil and consumer rights. The Bill would prohibit a predispute arbitration agreement from being valid in a consumer dispute, that being where the subject of the transaction is for personal, family or household use. continued on page 18

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Right To Repair Legislation Returns Right to Repair legislation is back on the forefront after the House Energy and Commerce Chairman reintroduced a Bill (HR 2694) that would require automobile manufacturers to disclose to vehicle owners, repair facilities, and the Federal Trade Commission information necessary to diagnose, service or repair vehicles. Similar Legislation has been introduced three times since 2001 without success. This time, a provision that would have allowed lawsuits to be brought against

manufacturers if sufficient information is not provided has been removed.

“implied warranty” issues that exist in the industry.

Federal Regulatory Developments

IRC§263(A) – The UNICAP Rules The UNICAP Rules have existed since section 263A was added to the Code in 1986. Among other things, section 263A and its implementing regulations require taxpayers with production activities to capitalize certain costs associated with their inventories. Congress added this provision to ensure that producers, who already were required to capitalize hard costs associated with their inventories, also capitalize associated indirect costs. Prior to the recent audits, we are not aware of a single instance where the Service classified a dealer as a producer, despite completing thousands of dealer audits since the inception of the UNICAP Rules. In fact, the Service has approved hundreds of dealer applications for a change in accounting method (IRS Form 3115) authorizing dealers to be treated as retailers who can utilize special allocation and de minimis rules that do not require the capitalization of these costs. Against this backdrop, IRS field examiners nonetheless have begun classifying dealers as producers. They have latched on to the inclusion of the term “install” in the Code’s definition of “produce” to expand the producers’ provision to retail businesses that perform service work involving parts in their inventory. It would be difficult to overstate the detrimental economic impact that this change may cause for dealers and other industries. A dealer can be determined to be a producer or a retailer with production activities. We are working to determine if there are exemptions (dealing either with the activities engaged in or size) that could apply to independent dealers.

FTC Used Car Rule

The FTC is conducting a review of the Rule. We have worked with them providing information from our Market Report and other sources on the Industry to determine the time and financial burdens on dealerships to comply with the Rule. We have also spoken with them about possible ways to deal with “balance of manufacturer,” “third party” and

Real ID Act Implementation Remains Controversial On May 11, 2005, Congress passed the Real ID Act thereby creating national standards for the issuance of state driver's licenses and/or identification cards that had to be in place by May 11, 2008. According to an analysis that was prepared based upon findings from a survey conducted by the National Governors Association, the National Conference of State Legislatures continued on page 20

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and the American Association of Motor Vehicle Administrators, implementation of the Real ID Act could cost states more than $11 billion over five years. As a result, the States asked that the mandatory implementation date be extended and that the Government provide the funds and electronic systems necessary for States to comply. In response to the States request, the U.S. Department of Homeland Security issued a temporary reprieve to the states allowing them to delay implementation of the strict requirements until December 31, 2009. The Administration still expects States to begin issuing compliant ID’s in May of 2008, but will be expected to replace all 245 million licenses held by Americans on a “reasonably prompt basis” over five years. States that can justify a request for more time could also be granted additional waivers. The REAL ID Act remains in the news and has become controversial due to concerns about privacy issues and funding. Nationwide costs of complying

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with the Act are estimated at 11 to 25 billion dollars over 10 years, and concern has been raised that state DMV offices will be forced to pull resources from other areas, such as title processing and registrations, to comply. To date, Congress has appropriated only 40 million dollars for REAL ID programs. In July, a proposal to provide 300 million dollars in federal funds to help states implement the Act was defeated in the Senate. The failure of Congress to provide significant financial assistance for states to comply with Real ID Act will likely increase the call by states to either further delay or dismantle the federal program.

ed the new method last December to give more weight to driving factors like higher speeds, harder acceleration and greater use of accessories like air conditioning. It recently has indicated that it will apply the new method to older cars and trucks as well. Revised ratings for older model vehicles may help Dealers because they will make comparisons with new vehicles more valid. Dealers should be prepared to advise consumers that their actual mileage will still vary depending on how they drive and maintain their vehicles and to caution them when comparing newer and older model vehicles. New Air Bag Regulations On The Way

New “MPG” Ratings May Apply to Older Model Vehicles

Beginning with model year 2008 vehicles, the EPA is mandating the use of a newly designed fuel-economy label similar to that found on the Monroney Sticker for light-duty vehicles. The EPA’s goal is to ensure that the information on the labels more accurately reflect realworld driving conditions. The EPA adopt-

FEBRUARY 2008

As of September 1, 2007 all automakers must place frontal and side crash test and roll over rating information on vehicle window stickers. Additionally, in one of the most significant safety regulations in recent decades, automakers will have to equip all vehicles with side curtain air bags that provide head and torso protection in dangerous side-impact crashes by continued on page 22

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2013. While side-impact crashes account for only nine percent of crashes, they account for more than 20 percent of auto fatalities. For the first time, NHTSA will require automakers to provide head protection for rear seat passengers. Agencies Issue Final Rules on Identity Theft Red Flags

The Federal Trade Commission and the federal financial institution regulatory agencies have published final rules on identity theft “red flags” and address discrepancies. The Final Rules implement sections 114 and 315 of the Fair and Accurate Credit Transactions Act of 2003. The Final Rules require each financial institution and creditor that holds any consumer account, or other account for which there is a reasonably foreseeable risk of identity theft, to develop and implement an Identity Theft Prevention Program (Program) for combating identity theft in connection with new and existing accounts. The Program must include reasonable policies

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and procedures for detecting, preventing, and mitigating identity theft and enable a financial institution or creditor to: 1. Identify relevant patterns, practices, and specific forms of activity that are “red flags” signaling possible identity theft and incorporate those red flags into the Program; 2. Detect red flags that have been incorporated into the Program; 3. Respond appropriately to any red flags that are detected to prevent and mitigate identity theft; and 4. Ensure the Program is updated periodically to reflect changes in risks from identity theft. The agencies also issued guidelines to assist financial institutions and creditors in developing and implementing a Program, including a supplement that provides examples of red flags. The Final

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Rules require users of consumer reports to develop reasonable policies and procedures to apply when they receive a notice of address discrepancy from a consumerreporting agency. The final rulemaking was issued by the Board of Governors of the Federal Reserve System, the Federal Deposit Insurance Corporation, the Federal Trade Commission, the National Credit Union Administration, the Office of the Comptroller of the Currency, and the Office of Thrift Supervision. The Final Rules are effective on January 1, 2008. Covered financial institutions and creditors must comply with the Rules by November 1, 2008. Unlikely Allies Challenge NHTSA Tire Rules

Public Citizen, a consumer-advocacy group, and several tire manufacturers have joined together to challenge new rules adopted by the National Highway Traffic Safety Administration (NHTSA) mandating driver alerts for undercontinued on page 24

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inflated tires. The mandatory tirepressure monitors are required pursuant to a Law adopted in 2000 in the wake of the recall of more than 6 million Bridgestone/Firestone tires. The 2nd U.S. Circuit Court of Appeals in New York subsequently threw out an initial regulation, upholding a challenge from the Public Citizen Group claiming that the proposed new rules were not strict enough. The latest version of the rule adopted by NHTSA in 2005 would require that new vehicles include dashboard lights indicating when tires are 25 percent under-inflated, but it only applies to original-equipment tires, not replacements. The Public Citizen Group and manufacturers maintain that the 25 percent standard could result in tire failures without the driver ever seeing a warning light. Emissions Rules

The Bush administration is moving ahead on emissions rules to regulate tailpipe emissions as an air pollutant under the

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Clean Air Act. The EPA is currently writing broad new rules to limit fuel consumption as a result of President Bush’s so-called “20in-10” plan to reduce gasoline consumption by 20 percent in 10 years. California Sues Federal EPA Over Auto Emissions

The State of California sued the federal government to force a decision about whether the state can impose the nation's first greenhouse gas emission standards for cars and light trucks. The central issue in the state's lawsuit against the Environmental Protection Agency is California's nearly two-year-old request for a waiver under the federal Clean Air Act to allow it to implement a 2002 state anti-pollution law regulating greenhouse gases. The EPA indicated last summer that it would make a decision by the end of this year; however, California’s position is that the longer it takes to reduce these emissions, the more costly and harmful the impact will be on California. Automakers, and the industry as a whole, oppose California's effort or any other sce-

FEBRUARY 2008

nario in which emissions regulations vary from state to state. Other Activity Of Interest Battle Over Tailpipe Emissions Takes Center Stage

The automobile industry’s battle to overturn California’s Greenhouse Gas Emissions Rule on cars and trucks shifted to a new venue this year - a Vermont courtroom. The Automobile Industry began its Federal lawsuit challenging the adoption of strict limits on vehicle emissions of carbon dioxide, a main greenhouse gas. Vermont is one of nine states that followed California’s lead in mandating that automakers meet tailpipe emissions limits beginning in 2009 that increase annually to cut emissions up to 40 percent by 2016. The central issue in this case is whether states have the power to regulate carbon dioxide emissions in motor vehicles or whether they can only be regulated on a federal level. US District Court Judge William Sessions ruled in September that federal regulations did not preempt state laws that require reductions continued on page 26

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in carbon emissions. Various auto manufacturers recently appealed the decision. Hybrid Sales On The Rise

Sales of new hybrid vehicles in the United States are on the rise, up 49 percent in the first seven months of this year, due largely to a boom in sales in the Midwest, which rose 57 percent. Recent predictions indicate total U.S. new hybrid sales will exceed 300,000 this year, comprising just over two percent of all sales. U.S. consumers bought 254,545 hybrids in 2006.

While production of ethanol, the nation’s No. 1 alternative fuel, has exceeded expectations, it also has hit a roadblock, conveyance. Alternative Energy Sources for Vehicles

There are currently 10.5 million alternative fuel vehicles on the road today compared to nine million in 2006. These vehicles vary by the alternative fuel source that powers them. The most popular being hybrid electric technology, ethanol-blended fuels and biodiesel. Hybrid car sales alone are up 86 percent nationally. For flex-fuel vehicles to be a viable alternative there must be sufficient distribution and availability of E85. At present, however, only 1,100 of the nations 170,000 fueling stations offer E85. Ethanol production has been on the rise, however, and the Energy Department’s recent announcement that it plans to spend 385 million dollars on six biorefineries that will produce cellulosic ethanol from biomass sources indicates that ethanol may become more widely available. While production of ethanol, the nation’s No. 1 alternative fuel, has exceeded expectations, it also has hit a roadblock, conveyance. Many feel the need to lay pipelines dedicated exclusively to ethanol is key to reducing U.S. oil dependency. 2008 Fuel Economy Guides Available

The U.S. Department of Energy and the Environmental Protection Agency has begun distributing the 2008 model year Fuel Economy Guide providing consumers with information about fuel economy and the benefits of using more fuel-efficient vehicles. This year’s guide contains fuel economy estimates based on updated EPA calculation methods. Copies of the Guide will be available at the NIADA Web site, www.niada.com. 26

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James Burke was the CEO

of Johnson & Johnson in the 1980s during Tylenol's biggest crisis to date. When contaminated Tylenol made it on to the shelves of stores in Chicago, Burke insisted on pulling his product from every shelf in America to ensure the safety of the public. It was a very expensive decision to their bottom line, but in the long run, it led to high praise and increased levels of trust for Johnson & Johnson because the company did the right thing.

While the easier, less expensive decision would have been to pull the product from all Chicago stores, or perhaps statewide, it wasn't true to Burke's values. We all have a built-in "compass" that offers values for decision-making. These evolved out of the messages we received from parents and other influencers, and tend to sound like, "Mind your P's and Q's," and "Say please and thank you." Just as a mechanical compass shows Magnetic North, an internal compass

shows Magnetic North values. These values should be considered whenever you have crucial choices to make. Effective leaders rely upon this internal compass to guide their choices in everyday life, which increases trust among their followers. These leaders have an awareness of a personal Magnetic North to keep them on the right path. Forks in the business pathway present themselves frequently, and the choices you continued on page 31

The mood of the leader becomes the mood of the group and ripples throughout an organization like electricity; the mood of the group never exceeds the mood of the leader.

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make indicate whether you are using your Magnetic North values consistently, or ignoring them. There are five crucial leadership choices observed by your followers everyday. Are your choices in alignment with your Magnetic North? 1. Set the mood

The mood you choose to display when you arrive each morning to meet and

greet your followers is the first observable behavior noticed. Leaders often underestimate the significance of these moments, but followers tend to take a "reading" from the leader's mood and internalize it. It's quite natural for people to make assumptions about the company's health and future based on the climate created by the mood of the leader. On any given continued on page 32

For this reason, a leader must be a good actor, at least to the point of projecting hope and optimism. It doesn't mean you can't have a bad day, but if you expect your followers to work with hope and optimism like the future is bright, you must display that emotion when you walk through the door.

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day, the prospect of smooth sailing or impending doom is implied by the facial expressions of a leader. The mood of the leader becomes the mood of the group and ripples throughout an organization like electricity; the mood of the group never exceeds the mood of the leader. For this reason, a leader must be a good actor, at least to the point of

projecting hope and optimism. It doesn't mean you can't have a bad day, but if you expect your followers to work with hope and optimism like the future is bright, you must display that emotion when you walk through the door. Preaching your Magnetic North means having a positive disposition, and you must deliver the same on a consistent basis.

It's relatively easy to voice confidence in your workforce when things run smoothly, but when things are under attack, be sure to reflect a calm resolve that says, "I believe in you and our ability to solve this issue."

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2. Respond to Challenges

Your demeanor when reacting to business challenges is another indication of your commitment to Magnetic North. A calm tone in your voice says, "I'm confident we can handle this situation," whereas panic in your voice says, "I'm threatened by this and you should be, too." When a crisis or challenge hits your team, all eyes will look to you for a reaction. It's relatively easy to voice confidence in your workforce when things run smoothly, but when things are under attack, be sure to reflect a calm resolve that says, "I believe in you and our ability to solve this issue." All leaders expect their followers to be conscientious problem solvers, so be sure to send that message when the seas are rough as well as during smooth sailing. 3. Initiate Change

Your choice in how you initiate change within the organization is critical to the success of that change. While change is inevitable, and creating change is part of your job description, the choices you make regarding how and when will

say volumes about your Magnetic North. Followers expect leaders to understand the implications, and the difficulty, of adjusting to change. As a leader, you most likely wrestle with the anxiety of change weeks ahead of its announcement. Some leaders forget their own anxiety, and when it's time to implement change, they dump the whole truckload of new expectations without regard to the team. Your delivery style of any change telegraphs the level of empathy you have for the people who must adjust quickly to the change. Share your understanding of the discomfort this change will create, and break down new procedures into small bites. Find multiple ways to communicate the change and why it's necessary. 4. Judge Performances

How you choose to react to great performances and sub-par performances indicates your belief about your coaching and your people. When it comes to praise, followers watch for consistency. Do A+ performances receive equal recognition, regardless of the performer? When a continued on page 34

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performance does not meet standards, is coaching or mentoring readily available? Followers want to know you can separate the "deed" from the "doer" and accept each individual for what he or she accomplishes without personalizing it. Performances should be measured against the agreed upon standards. This process will be fair if your Magnetic North

includes a precise and clear definition of what excellence looks like. 5. Treat Customers

Nothing speaks louder to followers than how their leaders treat customers. How you react to your customers shows everyone how it should be done. Your true Magnetic North is exposed when customers are involved. Your values in terms of service, product value, profit,

Choices are made each day some of greater importance than others. The choice to honor your Magnetic North values is observed by everyone around you, and likewise a choice to ignore those values is equally noticed.

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and goodwill are obvious to your followers as they watch you react to both the easy customers and the tougher ones. Make consistent choices in and set an example that will be duplicated. Choices are made each day - some of greater importance than others. The choice to honor your Magnetic North values is observed by everyone around you, and likewise a choice to ignore those values is equally noticed. This misalignment between what you say is important and your actions causes a credibility crisis. Leaders with high credibility are the ones who have strong convictions about what they value. They are admired because their beliefs are very clear, and their actions are consistent with those beliefs. Demonstrate to your followers that you not only know Magnetic North, but you intend to practice and honor it - even when it's not the easiest thing to do. Have meetings at every level within the organization to discuss and digest the true meaning of Magnetic North, and define how both leaders and followers can "walk the talk." In addition, teach

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new hires about Magnetic North so they understand how and why everyone makes crucial choices everyday. Acting as a person of conviction, knowing your values and honoring your compass is the first sign of effective leadership. It means you've decided what kind of person you want to be, and you've taken a stand because you know what's truly important to you and those you represent. A b o u t

t h e

A u t h o r :

David is an author and expert in leadership and creating peak performance. As the founder of Winning Ways, he has worked with organizations including Allstate Insurance, Sprint/Nextel and The Villages. His experience includes six national water-skiing titles and five records, coach of the U.S. Water-ski team and founder/coach of an international training center. David is the author of the upcoming, "Chump to Champ: How to be Truly Outstanding at Something You Love." Contact David at (800) 616-1193 or davebenzel@cs.com

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Smart advertisers now realize that the trend is not going from old media outlets to new media outlets; rather, the trend is about combining the two media outlets so they work in harmony with each other.

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JANUARY 2008


BY DAN BURRUS

The Five Pillars Of

Digital

Marketing A

dvertising today is experiencing a period of profound and accelerated transformation. Technologies such as blogs, podcasts, and streaming video are permanently changing consumer attitude and behavior. The good news is that this transformation creates opportunities for everyone in terms of advertising. The key, however, is to integrate the tried and true “old media” outlets with the emerging “new media” to get more consumer engagement and better results from your advertising dollars. Smart advertisers now realize that the trend is not going from old media outlets to new media outlets; rather, the trend is about combining the two media outlets so they work in harmony with each other. That is, the old media (TV, radio, newspapers and magazines) can be used to get the advertising message out into the marketplace, while the new media (online options) get the consumers’ engagement and response. But before you rush out and start integrating your advertising, you need to first understand some basic tenets or pillars of digital marketing. These pillars are the foundation of your online ad campaign and give some much needed discipline to digital marketing. Use the following five pillars to enhance the engagement and response of your digital marketing campaign so you can successfully integrate your old and new media approaches. PILLAR 1: PERSONALIZATION Consumers will be more interested in your ad if it addresses their specific needs and interests. The question is, how do you personalize an ad that’s going out to millions of people? Fortunately, with digital marketing, you can personalize. In fact, the Internet allows for ever increasing ways to target and create personal experiences and ads for consumers. For example, let’s suppose you’re a pet food manufacturer. You could run a radio ad about your pet food (old media). At the end of your ad you direct people to your Web site to download coupons for free pet food continued on page 38

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(directing them to new media). Once visitors enter your site, you can ask them two or three short questions, such as whether they have a dog or a cat, how many of each type of pet they have, and ages of their pets. Just by knowing those three small pieces of information, you know a lot about that consumer and can then customize the coupons and future ads you direct to that person. Always remember that junk advertising is really good advertising that went to the wrong person. By personalizing your advertising to your consumers, you greatly reduce the amount of junk advertising you invest in and you give people a meaningful experience with your company. Even better, when you can personalize someone’s experience on your Web site, it’s like getting permission to market to them.

They actually want to know what you have to offer. Ask yourself : How can we use targeting and personalization to introduce a new product and grow brand loyalty? PILLAR 2: COMMUNITIES Two types of online communities exist: communities of interest and communities of practice. A community of

motorcycles. It’s a hobby-type of environment where people share similar interests or passions. You can even get granular when it comes to communities of interest. For example, you can narrow down your motorcycle community to one that only includes people who drive a Harley Davidson Heritage Soft Tail Classic. The more granular you get, the more targeted you can be in giving people what they would like rather than the junk they don’t want. Purina has an online community for both dog and cat owners. It provides expert advice and creates a place where dog or cat owners can enter a community of other dog or cat owners to share information. By setting up such a community, Purina can target their ads to the specific needs of the group. Every day, eight million pet lovers visit the community of their choice. That’s a lot of exposure and potential pet food purchases!

A community of interest may be people who love dogs, sailboats, or even motorcycles. It’s a hobby-type of environment where people share similar interests or passions.

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practice may be all the salespeople in a company or industry, or a group of cardiologists. It’s a professional type of community where members share their ideas and best practices. A community of interest may be people who love dogs, sailboats, or even

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Ask yourself: How can hosting an electronic community of interest enhance customer interest in our products or services? PILLAR #3: INTELLIGENT MULTIMEDIA SEARCH Internet searches are going through a metamorphosis. It’s no longer about typing a term into a search engine and being satisfied with sifting through the thousands, if not millions, of pages of results. Search is getting intelligent and is taking into account more than just web pages. Intelligent Multimedia Search gives you the ability to search the Internet (or your computer) for text, graphics, video, animation, and sound using simple commands. Even better, intelligent search uses software to help the user narrow the search down to find exactly what he or she is looking for. With this technology, people can use natural language or simple questions to find exactly what they want. For example, people could search their computer, their network, or the entire Internet for a segment of a video or audio recording, and retrieve it quickly.

How can we use search to help consumers solve problems and find product information... All the major search engines are working diligently to make searching more intelligent so people get more customized results. As an advertiser, this means you can even target specific geographic locations online. So let’s say that you have retail stores in ten different cities. You could make it so that your ads appear only when a search originates from a city where you have a store. That makes your ad more relevant to the online consumer searching for the product or service you offer. Ask yourself: How can we use search to help consumers solve problems and find product information, including photographs, audio, and video, faster? continued on page 44 40

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PILLAR 4: CONTENT As technology evolves, new forms of content emerge. Just a few short years ago, a podcast didn’t exist. Today, they’re taking over the digital world. And once podcasts took root, it wasn’t long until we had video podcasts. The same thing happened with blogs, where we now have video blogs. We even have places like myspace.com and youtube.com where average people can

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create and post videos. Because all the software needed to create these new types of content is virtually free (much of it comes pre-loaded on computers today), anyone can create video or audio and unleash their creativity. As such, advertisers can stimulate users to create content that does the advertising for them. For example, one of the recent Super Bowl ads was created by a young consumer. The company ran a contest calling for

JANUARY 2008

people to create their own ad for the company’s product. The grand prize winner got his or her ad broadcast during the Super Bowl. Remarkably, that winning ad ranked the third best of all the Super Bowl ads, and the company didn’t spend a dime producing it. Ask yourself: How can we use different forms of content, produced by both professionals and amateurs, to create interest in our products? PILLAR 5: INTERACTIVITY In the past, advertising was static. Users would sit back passively and read or watch an ad. Today, people are interacting with digital content, clicking on icons, moving things around, playing games, adding content, and in some cases creating their own content. Anytime you can get people to go beyond reading and start clicking, you’re getting consumers engaged. And engagement is the key to creating a positive outcome—action in the form of a sale. Ask yourself: How can we add interactivity to our ads?


Remember, a new world of advertising is dawning, and the new tools are available to all.

Think Five for Your Campaign to Thrive As you create and implement your old and new media advertising campaign, ask yourself if you’re making use of all five pillars. If you’re not able to use them all, then decide which ones will serve you best as you integrate old and new media outlets. Remember, a new world of advertising is dawning, and the new tools are available to all. Use them. If you don’t, your competitors will. A b o u t

t h e

A u t h o r :

Daniel Burrus, author of six books including the international best seller Technotrends, is one of the world's leading technology forecasters and business strategists, who has established a worldwide reputation for accurately predicting technology driven trends and their impact on the world of business. For more information on the services and products provided by Daniel Burrus, please visitbwww.Burrus.com or call (262) 367-0949

USED CAR DEALER MAGAZINE

JANUARY 2008

45


Yes, No, Maybe SEO for Your Dealership? By Chris Finnegan

Technically Speaking

Technically Speaking

Technically Speaking

Technically Speaking

Technically Speaking

Technically Speaking

Technically Speaking

Technically Speaking

Technically Speaking

TECHNICALLY Speaking

46

Director of Online Marketing for TruePresence

O

f all the buzzwords in Internet

Professional Expertise It’s a common misperception that

get the same kind of site traffic—or the same kind of SEO results—as

SEO simply involves throwing keywords

AutoNation or CarMax, pure and simple.

into your Web site to see what sticks. In

Patience

reality, SEO is a complex blend of art

SEO can get really frustrating.

and science that requires you to know

You’re at the mercy of ever-changing

how to:

algorithms and there’s no guarantee

• Target a select group of keywords that

you’ll ever see results. Even if your

both your car-buying audience and the

dealership has a great chance of success,

search engine algorithms will respond

be prepared to wait; a change in your

to. Too often, do-it-yourself SEO gets

rankings can take months—even a

hampered by industry insider key-

year—to appear. You may even go down

words that no real-world user would

in rankings at first. But if it works, the

ever search for.

highly qualified traffic it can deliver to

• Weave your keywords strategically throughout your site in a way that gives the content focus, density and

your site will be well worth the wait. Take advantage of the alternatives If your dealership doesn’t have the

prominence—the three “must-haves” of

budget, the brand popularity, or the time

SEO copywriting. If you repeat your

that SEO requires, there are several

keywords too frequently in your con-

search marketing alternatives that can

tent, search engines will flag it as

still deliver traffic—often even higher

“keyword spam” and knock it even fur-

quality traffic—your way. Consider a

ther down the search engine hierarchy.

local SEO solution, like TruePresence’s

• Develop the more technical elements

Local Search Enhancement, which

marketing, few are as buzzed

of SEO—like meta tags, page titles,

increases your site’s likelihood of appear-

about as SEO, or search engine

links, and navigation.

ing in the local search results for your

optimization. Even if you don’t know

If you find yourself saying “huh?” to

market by creating or enhancing your

your HTML from your HTTP, you’ve

any of these steps (and most people do),

business’s online profile—the profile that

probably still heard of SEO—and how

it’s best to hand your SEO process over

the web’s largest search engines, online

your auto dealership better get on board,

to an expert in these areas.

directories and industry specific portals

or risk becoming a business dinosaur.

Popularity

use to serve up their results.

So what exactly is SEO—and is it

Aside from your site’s content,

And if you’re not already doing paid

really essential for every auto dealer-

search engines are also going to take into

search, get on board. Paid search gives

ship? Let’s cut through the hype and see

account your site’s popularity. The search

you far greater control over your search

what can help your auto dealership Web

engines figure that if your site is getting

marketing results: you can bid on as

site get the exposure it needs.

a lot of traffic, it must be relevant to car

many keywords as you like, control your

What is SEO?

buyers. The primary way search engines

position in the results by increasing or

measure popularity is through links. A

decreasing your keyword bids, and geo-

structuring and creating content to help

link from Site XYZ to your site is consid-

target your ads down to the specific zip

your Web site appear as highly as

ered a “vote” by Site XYZ for your site.

codes you want to reach. The results are

SEO refers to the process of

possible in all relevant “natural”

But the importance of the Site XYZ is

immediate and campaigns can be ana-

keyword search results. According to a

also a factor. As Google explains it, “votes

lyzed and adjusted in real-time. And

recent Penn State study, 54 percent of

cast by pages that are themselves ‘impor-

even though it is paid advertising, paid

users review only the first page of search

tant’ weigh more heavily and help to

search is typically a fraction of the cost of

results, and 19 percent stop after the

make other pages ‘important.’”

print, radio, and TV advertising.

second page. So when done well, SEO

Link building is an essential part of

And if you’re still not sure which

can be the holy grail of Internet market-

any SEO strategy. But, let’s face it—it’s

search marketing tools are right for you,

ing (emphasis on the words “done well.”)

far easier for auto dealers with a nation-

talk to an Internet marketing consultant.

al or large regional presence to get the

There are countless Internet users out

Holy Grail, there are three elements of

traffic and links required to build site

there looking for your exact products and

automotive SEO that are wise to

popularity. Even if their site is perfectly

dealership services right now—and you

remember: professional expertise,

search engine optimized, Jack’s Auto

don’t want to lose your chance to do

popularity, and—most of all—patience.

Sales down the street just isn’t going to

business with them.

But before you go chasing after that

USED CAR DEALER MAGAZINE

JANUARY 2008


Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

Industry Inside

INDUSTRY Inside

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Challenges Ahead For Independents By Ricky Beggs Vice President and Managing Editor of Black Book and currently works hands-on with an experienced team of 13 analysts and editors to arrive at the values published by Black Book for the U.S. and Canadian markets. Beggs serves as the company’s spokesperson at many industry conferences and for industry publications. He is a corporate board member of the American Motorcyclist Association and the Car Certification Committee of the IARA.

T

here’s an old saying that I’m quite fond of : “If it were easy, everybody would be good at it.” Although this could apply to almost anything, it’s especially true about being a successful used car dealer. We’re all familiar with the usual challenges of running a small business: hiring, training, and managing employees; competing with other businesses, some that are quite a bit larger; dealing with multiple government agencies; finding and satisfying customers; and many other routine tasks. However, as we head into 2008, there are several additional challenges facing independent used car dealers, especially the smaller ones. Manufacturers, particularly the domestics, have drastically cut back on their fleet business in an attempt to boost their residual values. This has constricted the traditional “newer” used car pipeline - instead of the daily rental fleets churning out low mileage, good condition used cars on a semi-annual basis, they have been forced to keep their vehicles far longer into its lifecycle. This has not only diminished the supply of low mile used cars, but has also driven up wholesale prices; dealers are being forced to pay up to several hundred dollars more for the same age/condition vehicle compared with previous years. USED CAR DEALER MAGAZINE

JANUARY 2008

Typically, when the supply of cars coming through the wholesale auctions from fleets and lease turn-ins begins to dry up, used car dealers can supplement their inventories with vehicles purchased from local new car dealers who have taken units in on trade that they really didn’t want, but were forced to in order to make the new car sale. Well, there’s trouble on this front as well. As franchised dealers have seen their margins fall on the new car side, they have turned their attention to other profit centers, especially their used car departments. Cars that they historically have either sent to the auction or wholesaled to a local used car dealer are staying on their own used car lots, because even if they aren’t exactly what the dealer wants, the odds are that they’ll make more money retailing it than they would wholesaling it. Now that we’ve covered some of the problems on the supply side, let’s take a look at the demand side. There’s some good news - customers still want, and need cars. Most of the customers who typically buy from independent used car lots are not as financially secure as those who buy new cars, or even used cars from the new car dealer’s lots. A good number of these customers fall into the “special finance” category, and many of them will end up going with a “BuyHere,Pay-Here” dealer, who essentially collateralizes the loan with the vehicle and is responsible for collections. Although there is more inherent risk here, the higher interest rates these customers typically pay offer the opportunity for greater rewards. In fact, the recent meltdown of the sub-prime mortgage market coupled with rising credit card debt has actually been good for many BHPH stores, given the increase in the number of customers who are coming in with damaged credit. Even if you’re not a BHPH store, you will still be affected by the credit crunch. Many customers who used to qualify for loans can no longer get approved, so you need to make sure that your lender is advancing the maximum loan amount possible of each your customers, because bigger loans mean more back end profit for you. Make sure that your lender is using Black Book’s new Finance Advance value – and if you’re not already familiar with Finance Advance, this is a great time to find out more.

During these uncertain times, dealers have to keep their eyes on a few macroeconomic issues as well as their local markets. The weakened national economy may force the manufacturers to cut their prices on new cars, either directly or indirectly by offering rebates or below market financing. Falling new car prices will drive down used vehicle values as well. Another storm cloud on the global horizon is the rumored “$2,500” car. We all know that these ultra inexpensive new cars, most made in China and India, will be designed for emerging markets and third world consumers, but if they are successful, you can bet that a version will come here next. It may not be a $2,500 vehicle, but would a sub $10,000 one be that far out of the question? You’re probably thinking, “It’ll just be another Yugo,” but don’t forget that the Yugo sold quite well for a time, and if it had been built a little bit better and fuel prices had continued to rise, a version might still be around today. In the not too distant future, you may find yourself competing not only against your traditional competitors, but against one selling a brand new car for less than you can sell a five year old used model for. OK, that’s enough doom and gloom. There’s another saying that I am also fond of and that is “Hidden inside every challenge is an opportunity.” These issues are not targeting you individually; they are going to impact the entire industry. Some dealers will survive, some will thrive, and others will go out of business. Which group do you want to fall into? One of the best things you can do to remain competitive is keep yourself informed. Watch the television news, read newspapers – not just the local paper, but national ones as well, scan three or four industry magazines a week, and register with automotive Web sites who send out breaking industry news on a daily basis – and above all, keep track of your inventory. You always need to know what it is worth, so you can make good decisions based on accurate and timely information. Be sure to use data that is updated weekly, and if you are too busy to value your inventory by hand, get a program like Black Book’s Inventory Wizard that will do it for you automatically. When it comes to making important inventory decisions, the only thing worse than no information is out of date information.


AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC OverDrive

AUTOMATIC

AUTOMATIC OverDrive

50

Are You Prepared For The Red Flag Ruling? By Patrick Colbert Senior Vice President First Advantage CREDCO Automotive & Specialty Markets Division

Y

ou’venodoubtheardenoughaboutIdentity theftandtherisksitposestoyour dealership. Youmayevenknowofadealership– perhapsevenyourown–that’s beenvictimizedby thenation’s fastestgrowingwhitecollarcrime. How big is the problem?

Big enough. According to a 2007 report from Javelin Strategy & Research, in 2006 8.4 million Americans were victimized by identity fraud. While there are many forms and categories of identity theft, five percent of all claims involve loan fraud. And to hit just a little closer to home, nearly two percent of all loan fraud cases involve auto loans and leases – equating to millions of dollars lost annually to dealerships like yours. To make matters worse, identity theft and the thieves that perpetrate the crimes know no boundaries. According to the FTC, in 2006 victims of identity theft were sprinkled throughout the nation, with heavier concentrations in the following states (in no particular order): • Arizona • Nevada • California • Texas • Florida • Colorado • Georgia • New York • Washington • Maryland Red Flag Guidelines

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JANUARY 2008

As a result, in May last year the federal banking agencies and the FTC approved for publication proposed interagency rules regarding “Red Flag” guidelines. Simply put, the Red Flag guidelines will require financial institutions – that includes auto dealerships – to establish a written, risk-based identity theft program. The goal for such a program is to motivate financial institutions to take proactive steps to fight identity theft, rather than adopt a passive stance on the issue. This is good news for dealerships, as it will help protect you from fraud-related losses. But it does mean a change in the way you do business. The guidelines will address reconciliation procedures required by sections 114 and 315 of the Fair and Accurate Credit Transactions Act of 2003 (FACTA). The agencies behind the ruling have proposed guidelines for identifying patterns, practices and specific forms of activity that indicate the possible existence of identity theft. They’ve also proposed joint regulations requiring you to establish reasonable policies and procedures for implementing a formal identity theft program. When approved, they will address financial, operational, compliance, reputation and litigation risks as they relate to your dealership, including policies and procedures to: 1. Identify Red Flags 2. Verify the identity of persons applying for credit 3. Mitigate the risk of identity theft using a risk-based approach 4. Train staff to implement an identity theft program Are you prepared?

The Red Flag guidelines are a s ignificant step forward in the fight against identity theft – and towards protecting your dealership profits.

But when it goes into effect, will you be ready?“Now’s the time to adapt dealer operating procedures to include a consumer verification component.”

Though no specific timeframe has been offered up by the agencies, the new Red Flag guidelines will happen – and it’s being speculated that it could take effect as early as the end of this year. Let’s face it, the Red Flag Ruling

will impact your dealership; it’s just a matter of when. That’s why now is the perfect time to adapt your operating procedures to include a consumer verification component. For dealers not already taking steps to protect their dealerships with identity theft programs, the potential impact to suddenly do so could be great. If caught unprepared, researching and implementing a comprehensive identity verification program could be taxing on your most valuable asset – your time. So, it goes without saying (but I will anyway), that waiting until the last possible moment to implement an identity theft program could prove to be unnecessarily disruptive to your operations. Especially since there are turn-key, customized ID verification solutions available now that will satisfy the new requirements. After all, today’s ID verification programs are designed to do the one thing you should be most concerned about – preventing identity theft and the associated losses, before they happen. Is there an ID verification solution for you? Absolutely. The whole time you’ve been hearing about identity theft and the coming Red Flag ruling, reputable information providers have been working hard to develop proven solutions to address your needs – and to keep you compliant. ID verification solutions are simple, easy-to-use and reasonably priced. More importantly, most can be seamlessly integrated into your dealer management system or F&I platform. That means you can be up and running – and one step closer to being compliant – quicker and easier than you might think. So be sure to designate someone on your team to take the lead on shopping for opportunities, even special promotions, that will get you on track a little quicker with products you can trust. So, given the coming Red Flag ruling, you may not want to wait for any “Red Flags” of your own. The sooner you adapt an identity verification program, the better. After all, you can’t argue with the two best reasons to do so (aside from being a requirement): It will protect your dealership, and your customers.


Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk Car Talk 52

CAR Talk

Protect Your Dealership From Theft By Scott Ferguson As CEO of Inilex, Ferguson is responsible for oversight of strategic planning, company finance, corporate process and product development.Ferguson and his team are responsible for driving clear, compelling value propositions to all segments of the market; for overall stewardship of Inilex; and for supporting Inilex’s field organizations and partners as they execute to achieve objectives in each of the company’s markets. www.inilex.com

A

fter securing the main gate shut, the dealership owners leave with peace of mind knowing the inventory is safe. When they return the next morning, the gates are wide open and damaged. The thick steal pipe protecting the gate has been cut, and a vehicle from the inventory has been stolen. This is one of many techniques thieves are utilizing to steal cars from dealerships. While some thieves are more apt to using this method and sneaking in once the dealership empties of salespeople and prospective buyers, other thieves have devised bold, risky plans. Here’s another example: With a partner in hand, a thief will ask to test drive a vehicle. The partner assumes the role of distracting the salesperson as the test driver slips the spare key from the ring. After explaining to the salesperson that the car does not meet their needs, they drive away. At this point, they go to the nearest hardware store and make a copy of the key. As soon as a few hours later and in broad daylight, the thieves return and simply drive off the lot with the car. On a busy sales day, this can go unnoticed. Another way this type of theft happens is at dealerships that don’t require a salesperson to accompany a prospective buyer when test driving a vehicle. While the salesperson thinks the

USED CAR DEALER MAGAZINE

JANUARY 2008

buyer is checking the breaks and testing the speed, the prospective buyer is meeting up with their partner to have a duplicate key made. The list could go on and on with all of the creative ways car thieves operate, but when it comes right down to it, all that matters is keeping your inventory safe. The following is a list of scenarios to look out for, and suggestions to help better protect your dealership from auto thieves. MAKE A COPY

This may seem redundant but many dealerships have relaxed on this very basic rule of thumb. Before allowing a prospective buyer to test drive a vehicle, ask them for a valid driver’s license. Be sure and check that the person in the license is the same person preparing to drive off the lot with your vehicle. It wouldn’t hurt to ask for two forms of identification and make copies of both. MANAGE THE KEYS

Do not keep a spare key on the same key ring that you hand over to the prospective buyer. Make sure to safeguard spare keys in a lock box and limit the number of people who have access to them. It would be helpful to keep a login

Fifteen minutes is all it takes for a thief to drive off the lot of all the people who check out keys. NO TEST DRIVING ALONE

It is important to send a salesperson with a prospective buyer on a test drive. Fifteen minutes is all it takes for a thief to drive off the lot, meet a partner to duplicate the key, and return to the dealership with just enough time to tell you they’re not interested in the car. SAFEGUARD LOT ACCESS

Make it more difficult for the thief by installing an extra lock or alarm system on the gate. Having security guards monitor the dealership overnight also is a precaution worth taking. Be sure to regularly check your dealership’s security cameras to ensure they are monitoring the correct areas of the dealership. Dealership owners have a variety of options available to them in the way of modern security cameras. First, a basic security camera can be programmed to only monitor and record the high-risk

areas of the dealership. Other cameras are set-up to sweep the lot regularly as well zone in on areas triggered by motion detectors. More advanced security systems allow users to view live or recorded video via the Internet. Some convenience features include notifying users via e-mail if a motion alarm is triggered. INSTALL GLOBAL POSITIONING SYSTEMS ON YOUR INVENTORY (GPS)

This may be a more expensive method to protecting your inventory, but it is effective in locating your cars once they’ve been taken off the dealership lot. There are several different options available. There is the basic GPS system which attaches anywhere on the car and can trace the car’s location via satellite technology. Other GPS products allow drivers to map their car via the Internet. For instance, drivers can monitor their vehicle online and in the event of a theft notify police of the car’s location. Some GPS systems have service providers that track the vehicles for them. Other GPS systems offer convenience features such as geo fences and Quickfence™ notification. This means a dealer would be notified immediately via a text or e-mail if any of the cars were moved from the dealership. Keep in mind, theft does not always mean the car is stolen. In some cases, dealership employees will borrow a car for a weekend getaway and return the car to the dealership unnoticed. GPS systems with Quickfence™ notification capabilities provide protection from this by notifying the dealer immediately via a text or e-mail if the car strays too far from the dealership. The best advice available and supported by organizations such as the International Association of Auto Theft Investigators (IAATI) is to take every precaution within your dealerships’ reach. If you make the thief’s job more difficult, they’ll be less inclined to take the risk. Keep current on security options and inform salespeople of scenarios to watch out for. If you’ve been a victim of theft before, take the time to revaluate the security you currently have in place and troubleshoot the issues.There’s never a guarantee to protect theft, but these tips will reduce the chances your inventory leaves the lot without your consent. Scott Ferguson founded Inilex in 2003 after more than 15 years of experience in marketing, operations, and product and revenue management at several self-started companies.


How To Revitalize Your Dealership Using Powerful, Low-Cost Marketing B y Tr a v i s Miller and Jimmy Vee

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

DRIVING Traffic

How To Uncover The Hidden Wealth Buried In Your Used Car Dealership. This special report provides usable ideas for collecting information and how to use that information to increase your sales and profits. To get your free copy visit www.RichDealers.com

54

I

f you're like many dealers today, what you’re doing to attract customers is not working the way it should be—or the way it once did. There was a time when you could just buy a small ad, handout business cards at a networking event or mail a postcard and get clients. That’s no longer the case. Haven’t you been wondering what’s changed? Where have all the business, ups and traffic gone? The extinction of buyers is two fold. 1. The traditional model is broken and the old way of doing things is worn out and ineffective. 2. Automotive marketing incest is rampant. Dealers tend to copy what other dealers are doing, often with no regard for the effectiveness of the pilfered strategies. This incestuous marketing behavior creates stale, unoriginal marketing and lackluster sales.

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JANUARY 2008

Too many entrepreneurs, business owners and sales professionals are wasting their time, money and opportunity with traditional marketing practices that are washed up, worn out and do not deliver profitable results. Listen up. You are a dealer that wants more…more prospects…more sales…more money, you can have it all no matter what the economic conditions. The caveat? You must be willing to do something different. So what’s alive? What's working? What can you do today to make a difference tomorrow without breaking the bank? Here’s a sure-fire approach anyone can do immediately to make a dramatic impact on the bottom-line: 1. Stop Thinking Media Most dealers jump right to asking, "Where should I place my ad?" Then when the chosen media doesn't perform the way they think it should they state trumphantly, "____doesn't work." Fill in the blank with whatever media you've tried and were disappointed with. Then that media gets crossed off the list of possible choices and you're one step closer to finding the magic media. Or so you think. If you continue this trend and this way of thinking, you will quickly run out of media options and be left with only bus benches and match book covers. With every other media crossed off your list you'll be forced to come to the conclusion that marketing doesn't work. That's certainty not the case. It just doesn't work the way you're doing it…the traditional way. You have to stop thinking about where the ad should go and start thinking about who the ad is your target audience. 2. Stop Selling Cars What? Perhaps we should say, stop MARKETING vehicles. Everyone sells vehicles and features. Whether you're selling one brand or another most consumers could care less about what you offer and have a thousand options. So why should they pick you? If you fail to create a compelling reason for people to buy what you're selling, you will wind up right in the middle of the commodity market where logic dictates the sale and you’re left with no option but to compete on price and selection. That’s when your lead flow dries up and your profit suffers. 3. Start Selling Outcomes Instead of talking about the features

of your products and services, start talking about the specific reasons a prospect should choose you over everyone else and what they have to gain from the transaction. Declare to the world, “I am the obvious choice! Doing business with anyone else would be foolish.” You want to make concrete offers and tie those offers to powerful benefits. What are the big obstacles your customers are facing? What do they have gain by working with you? What do they have to lose by not working with you? What are your competitors missing? What do you do potentially better than anyone else? You are selling dream fulfillment! Your potential customers are dying for a buying preference that makes their decision making process easy. So, make your claim, back it up with a promise and a guarantee and tell the prospect exactly how and why you will make their life much, much better. Here’s an important distinction: we’re not talking about spending money on marketing or advertising in order to “get your name out there” or “build brand.” That's traditional and tends to be a waste of money for smaller businesses. We’re suggesting that you communicate these ideas through a compelling story or message that causes people to take action and allows you to measure your results. Most entrepreneurs and business owners don’t know this information and many of the ones who do know it are too stubborn, too lazy or too afraid to do anything with it. The wise person who takes this information and runs with it will be in striking distance of dominating their market, making their competition impotent and ending up with a lead producing machine so powerful that they're actually able to take a few days off each week to spend with their family because the marketing is so effective. We discuss this concept in more detail in our FREE Special Automotive Business Advisory For Used Car Dealers and Managers, a 32-page industry bulletin titled, How To Uncover The Hidden Wealth Buried In Your Used Car Dealership. This special report provides usable ideas for collecting information and how to use that information to increase your sales and profits. To get your free copy visit www.RichDealers.com


SELLING Point

SELLING Point

SELLING Point !

Aim High, You Will Get There !

SELLING Point

SELLING Point

SELLING Point

SELLING Point

SELLING Point

SELLING Point

SELLING Point

SELLING Point

SELLING Point

SELLING Point

By George Dans

56

george@georgedans.com George Dans consults with dealers and key decision makers on how to fulfill their dealership vision of sales success and profitability.

I

f you have been wondering why your salespeople are missing deals, you might want to take out a magnifying glass and look at your selling process. For a minute, forget about advertising or making people work hard or looking for the magic pill to help you sell more cars. Review your selling process which is really like your playbook to your goals. Look at the Patriots, I would get their playbook and copy it and then plug my players into it. Yes I know we all don’t have Brady to Moss, however they are doing something right. It’s basics, it will always be basics, when sales go down go back to basics, when you go to your twenty group, come back from there and go back to basics, when in doubt go back to basics. The basics are the key, the pill, the magic dust, the magic wand, the next new idea, or the who has the best idea at your twenty group. BASICS – the word basics means – Be A Salesperson In Control Selling – With competition becoming even more fierce, the need to follow a system today is more important then I have ever seen. The number of customers coming in to most dealerships has been drastically reduced and so have sales and profits. My question is can you afford to keep doing what you have always been doing? Do you have a written out selling process that your sales team has been trained and follows? I know it sounds BASIC, however at the end of the day, you like most dealers and managers know that selling is really about numbers and BASICS. I

USED CAR DEALER MAGAZINE

JANUARY 2008

know you might want to look for something to jump your sales right now and if so, call the dog and pony show boys in and use them. Balloons, hot air jump and dumps and pretty looking streamers don’t really sell cars. I know you need them, but what I wouldn’t want you to do is bank on them. I heard a saying or saw one in many of the books I have read, it went like this “if you take your chances with luck, then you will have to abide by the fate of luck.” LUCK – is Labor Under Controlled Knowledge – I read that in Psychology Of Selling written by Dr. Denis Waitley. With the way selling is going today, I would bank on that for sure. If you don’t have a process then, you will really need large doses of luck won’t you? It really is time to review your selling process on how you sell cars. Review your steps and then make the changes accordingly. Let’s look at my steps to the sale and hopefully you can implement them to help you sell more cars right now.

Steps To Sale For Unbankable Customer –

You have to remember you are in the everyday world of selling and the every time a customer comes in you have to take your customer through the basics of selling not some of time, not most of the time, not when you feel its time but all the time. ! Locate Prospects – call sold customers – ask for referrals – market yourself or your dealership, go fish where your prospects are – attack your own data base – don’t sit, attack ! First impression – Look – act – sound – think like a true professional ! Proper scripted greeting ! Build rapport with customers – no like, no sell no sale ! Determine customer needs, wants and motivation ! Transition from lot to office – if you don’t control the selling process, then

you wont be able to control the customer ! Visual presentation - Flip chart your customers with the 12 best reasons why customers would want to rebuild their credit and their life at your dealership instead of your competitors ! Application – write up customer – get credit information and start qualifying what they can buy and if they will be able to pay what they buy ! Service walk – Sell service along with comforting your customer that if they have a problem, they can count on you and your dealership to help them ! Select vehicle – Do a selective walk around along with a demonstration ! Negotiate – now ask for money down, close on payment and program, not on vehicle if they are an unbankable customer ! Paperwork and delivery – Ask for referrals – follow up forever What do we do now? My best advice to you would be to sit down with your managers or if you are the manager, dealer, get car ready, sell car, or do paper work person, I would write out this process and keep it in sight where you can see it daily. Review it before you start your selling day and do the same for your selling team. Make them say it out loud, repeat it, train on it, and sell them on doing it with each and every customer that comes into your dealership. When it comes to selling, self discipline is the backbone to more sales and more money. Self discipline starts when lip service stops. You have to remember you are in the everyday world of selling and the every time a customer comes in you have to take your customer through the basics of selling not some of time, not most of the time, not when you feel its time but all the time. If you don’t become consistently consistent, then you will be consistently inconsistent and the end result is not pretty. You will lose your attitude, money, fun, life won’t be good for you. We know that. If you are in sales, follow the steps to the sale and they will follow you to the bank. See YOU at the Top. Get there as soon as you can, occupancy is low at the top, the bottom is filled with all the under achievers of the selling world. Lastly, don’t aim for average, because you will hit it with amazing accuracy. Aim high, you will get there.


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USED CAR DEALER MAGAZINE

JANUARY 2008

57


NIADA

NIADA AUTO AUCTION A U T O AUCTION

DIRECTORY LISTINGS DIRECTORY L I ST I N G S GENERAL INFO

The automobile auctions participating in this paid listing are supporters and members of the NIADA. They provide dealers a valuable marketplace to balance inventories and assist dealers in keeping abreast of the used vehicle market. Visit these auctions online by logging onto NIADA’s Web site www.niada.com and click on “Auto Auction Directory” on the Web site menu. LIST YOUR AUTO AUCTION DIRECTORY FOR

6 $75 PER YEAR

Benefits of advertising your auction in the NIADA Used Car Dealer Magazine Auto Auction Directory: • includes monthly magazine listing and auction logo to over 20,000 member dealers and subscribers • includes a free listing on NIADA’s Web site under “Auto Auction Directory” • includes a free link to your auction homepage (if Web site is provided in the listing) With more than 2 million visitors to the NIADA Web site each year, the auto auction directory listings is the third most viewed page after the NIADA homepage. To list your auction in this directory, or for more information, call Chase Tidwell at 817-640-3838.

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USED CAR DEALER MAGAZINE

FEBRUARY 2008

www.usedcardealermagazine.com


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NATIONAL - ARKANSAS

N I A D A Y

AUTO AUCTION DIRECTORY DEANCO AUTO AUCTION

N AT I O N A L ATC

O N L A N E

4600 Bohannon Drive, Suite 100 Menlo Park, CA 94025 www.atc-onlane.com dealer_info@atc-onlane.com www.atcopen.com ATC Open ATC Dealer Representatives: 1-866-969-0321 www.onlane.com Onlane Onlane Account Managers: 1-866-966-5263

3664 South Oates Street Dothan, AL 36301 334/792-1116 Toll Free: 888/702-9770 Fax: 334/792-1575 www.deancoauctions.com/autoauction.htm Owner: General Manager: Marketing Manager: F/L Manager:

Donnie W. Dean Julie G. Tuttle Heather Brodnacki Mark Hampson

Sale every WEDNESDAY 10:00am. Inop/Salvage Sale 2nd & 4th Wednesday of each month @ 9:30am. Custom Transportation assistance available. Complete Detail and Recon service available. “Customer Service is our middle name.”

Open 24/7 right from your desk, with local and nationwide inventory. Featuring Off-lease, Rental, Fleet and Dealer-Consigned inventory from: Chase Auto Finance Corp., U.S. Bank, Audi Financial Services, Dealer Services Corporation, Honda Finance, Porsche Financial Services, Chrysler Financial, Huntington National Bank, Metro America Remarketing, Mitsubishi Motors North America, Southeast Toyota Finance, Subaru Motors Finance, Volkswagen Credit, Enterprise Rent-A-Car, Avis Budget Group, Hertz, Advantage Rent-A-Car, Dollar Thrifty Group, Vanguard (National and Alamo), and ARELCO (National, Alamo and National Car Sales), CenterOne Financial Services, Charleston Auto Auction, Wilmar, Inc., Automotive Resources International (ARI), Book Auto Leasing Inc., Gallco Sales and Leasing, Madison, Mike Albert Leasing, and Subaru Leasing Corp. With more consignors being added every month.

DEANCO AUTO AUCTION OF MONTGOMERY

M A N H E I M ’S A R I Z O N A AU TO AU C T I O N 3420 So. 48th Street Phoenix, AZ 85040

480/894-2400 Fax: 480/894-0938

General Manager: Dealer Sales Manager: F/L Manager:

John Blobner Dave Verrilli Fabian Ortiz

Dealer Sale Every Tuesday 8:30am. Video Recreational Vehicle and Mechanically Challenged Sale Lane 2. Plus Drive Time at 8:30am in Lane 1. 9:30am Early Bird Sale featuring Wells Fargo and Dealer Consignment Auction Features 6 Lanes. AmeriCredit Financial Services, Remarketing Solution, Westlake Financial, A-L Financial, MV Acceptance, Onyx Acceptance, Arizona Federal Credit Union, and many more. Call for dates for GSA(Government Services Administration). Friday Sale at 9:30am. Lane 1 Dealer Consignment. New Car Trades from New Car Dealers and Fleet Lease. Upgraded Facilities, Close to Sky Harbor Airport and Friendly and Knowledgeable Staff.

6044 Troy Highway Montgomery, AL 36116

334-288-3399 FAX 334-288-7330 www.autoauctionmontgomery.com

Owner: General Manager: Montgomery Manager: F/L Manager: Office Manager: Dealer Sales: Dealer Sales:

Donnie W. Dean Julie G. Tuttle Kelly K. Terrell Phillip Gray Penny Broadway Teresa Lonsdale Cynthia Nelson

Sale every THURSDAY 10:00am. VRS 1st Thursday of each month at 9:30am. INOP Sale 1st Thursday of each month at 9:00am. Dealer Consignment and Misc Fleet/Lease every week. “Come Grow With Us”

A D E SA

B I R M I N G H A M

804 Sollie Drive Moody, AL 35004

205/640-1010 Fax: 205/640-1024 www.adesa.com/birmingham

Gen Manager: Billy Noles Consignment Sales Mgr.: Byron Dement Marketing Manager: Amy Beth O’Brien F/L Manager: Alfie White Factory Accounts Manager: Paula White Mondays Night Consignment - 6:00pm. Every other Tuesday Factory GM - 10:00am. Wednesdays: Salvage - 8:00am. Nuvell/GMAC - 9:00am. Captive Finance, F/L & Consignment -10:00am. Friday Cyberlot Fleet Lease - 11:00am Open Sale Everyday RSA on DealerBlock. Featuring: ARI, Avis Budget Group, B & H Motors, CapitalOne Auto Finance, Compass Bank, Donlen, Drive Financial, Emkay, Enterprise RAC, Fifth Third Bank, Fleet Lease Disposal, GM, GMAC, Hertz RAC, HSBC, K & L Motors, Nuvell/GMAC, PAR North America, PNC, Regions Bank, RSA, SST, US Bank, Wachovia Dealer Services, Wheels Inc., and World Omni/CenterOne.

ARIZONA A D E SA 400 N. Beck Avenue Chandler, AZ 85526

P H O E N I X 480/961-1161 Fax: 480/940-9008 www.adesa.com/phoenix

General Manager: Asst General Manager: Business Manager: F/L Manager: Factory Manager:

Jerry Stiver Dave Metrick John Sutton Debbie Peterson Dick Carter

Mondays Consignment & F/L - 5:30pm. Tuesdays Ford Closed Factory - 9:30am & GM Factory Sale - 9:30am. Wednesdays Salvage Sale - 7:30am. Early Bird Sale/Drawing - 9:00am. F/L & Consignment - 9:30am. Top of the Line Sale - 10:15am (Monthly) Featuring: ARS, BMW-FS, Bank of the West, CapitalOne Auto Finance, Desert Schools FCU, DTG Operations, Enterprise RAC, Fed Lease, Ford Credit, Ford Factory, GMAC/Nuvell, Hertz RAC, Hyundai International Leasing, Mitsubishi Motors, Mercedes-Benz Financial, National/Alamo, NMAC, Prime West Finance, Performance Leasing, RSA, USA Car Rental, Wachovia Dealer Services, and World Omni/CenterOne.

A D E SA L I T T L E R O C K /A D E S A S P R I N G DA L E SAT E L L I T E AU C T I O N 8700 Highway 70 North Little Rock, AR 72117 501/945-2444 Fax: 501/945-2605 Gen. Manager: Bill Smith Asst. General Manager: Phillip Willis Lance Walters Sales Manager.: Fleet/Lease Manager: Mike Davis Springdale Satellite Sales Manager: Donna Johnson 479-725-1330 Fleet/Lease and Consignment Every Thursday in Little Rock at 9:00am. Weekly Tuesday Satellite Auction in Springdale, AR at 9:00am. Bi-weekly Wednesday Live Auction at Landers/UAG in Benton, AR at 1:00pm. Inoperative Auction Every Other Thursday 8:00am. Recreational and Specialty Auction Every Thursday in Little Rock at 8:45 am. Heavy Truck and Equipment Auction Monthly. Contact Angela Sims for dates and times. Featuring: VRS-CAC, Arvest Bank, Drive Financial, Americredit, ARI, GE Capital, Avis RAC, Enterprise RAC, Simmons Bank, PAR Remarketing, SST Remarketing, Americredit, HSBC, Key Bank, and Arkansas Federal Credit Union. AFC Financing. On-Site Restaurant. Airport Shuttle Service. Full Service Detail Dept. Body Shop. Title Services. On-Site Mechanic Shop. Local/Nationwide Transport.

M A N H E I M ’ S G R E AT E R A U T O AUCTION OF PHOENIX 201 N. 83rd Avenue Tolleson, AZ 85353-3323

623/907-7000 800/449-4749 Fax: 623/907-7099

www.manheim.com General Manager: Greg Lawson Asst. General Manager: Ken Boothe Auction Manager: Kathy Hagan Marketing Manager: Alicia Carr Total Resource Auction Manager: Tracy Long 2800+ Units Per Week

ALABAMA

ARKANSAS

Sales every THURSDAY. Total Resource Auction 8:00am. Early Bird 8:30am. Fleet Lease/Repos/Rentals and Consignments 9:30am. DaimlerChrysler Factory Sales every other Tuesday 9:30am. Major Accounts: Bank of America, Chase, Wells Fargo, FED Lease, Wachovia Dealer Services, HSBC, Long Beach Acceptance, GE Remarketing, CitiFinancial, Centennial Leasing, Fireside Thrift, Franklin Capital, Vanguard Car Rental, Avis Budget Group, National Phoenix, Enterprise Rent-ACar, DT Credit Corp., Barco, County Financial, Subaru, Toyota, Suzuki. “Experience the Difference”

C E N T RA L A R K A N SA S AU TO AU C T I O N I N C . 205 Foster Drive P O Box 250 Beebe, AR 72012

501/882-6447 Fax: 501/882-5008 caaa@sbcglobal.net

General Manager: Business Manager: Operations Manager: Dealer Relations: Title Specialist:

Delane Hooten Debi Hilton Neal Smith Kim Miller Jackie Brannon

Consignment Sale every Wednesday 9:30 a.m. Featuring exclusive offering of Auto Credit (a subsidiary of Cavenaugh Auto Group), Bank Repos, New Car Trades, Consignment vehicles. 400 plus units in 3 action packed lanes. Transportation Available, Reconditioning service, Certified Lane. Open Mon-Fri. 8 a.m. to 5 p.m. One of the most experienced auction staff in the industry. The only place to be "Every Wednesday 9:30 a.m."

USED CAR DEALER MAGAZINE

FEBRUARY 2008

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18501 West Stanford Road Tracy, CA 95377 209/839-8000 Fax: 209/834-2939 www.adesa.com/goldengate General Manager: Asst. General Manager: F/L Manager: Consignment Sales Manager: Marketing Manager:

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Gary Mobley Ken Garbez Jeff Hoyt Roy Hawkins Aileen Billdt

Tuesdays Consignment & F/L - 9:00am. Thursdays Top of the Line Sale - 9:30am (Every 4th Thursday) DaimlerChrysler Sale - 10:00am (Every other week) GM Closed Sale - 10:00am (Every other week) Subaru 10:00am (Call for dates) Salvage Sale 3:00pm. Night Sale - 5:00pm. Featuring: AmeriCredit, Avis Budget Group, Bank of the West, Chase, DaimlerChrysler – Factory, Chrysler Financial, DTG Operations, Emkay, Enterprise RAC, Fox RAC, GE Capital, General Motors, GMAC, Hertz RAC, Honda Remarketing. HSB, Lease Plan, MercedesBenz Financial, Mitsubishi, NMAC, Porsche Financial Service, SAAB Financial Service, Subaru, Suzuki, Triad, US Bank, VCI/Audi Financial, Vanguard Alamo/National, Wells Fargo Auto Finance, West Lake Financial, Wheels Inc., and World Omni/CenterOne.

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8649 Kiefer Blvd. Sacramento, CA 95826

916/388-8899 Fax: 916/388-0838 Fax on demand: 800/917-2858 www.adesa.com/sacramento

General Manager: General Sales Manager: F/L Manager: Operations Manager: Marketing Manager:

Jim Sale Laura Seek DeAnn Flora Waylon Tipton Elise Rogers

Thursday Consignment sale - 9:00am. Tuesday Booksheet Sale - 12:30pm (Weekly) RV Sale - 9:15pm (Monthly 1st week) In-Op - 8:30am (Monthly 1st & 3rd week) Featuring: Auto Nations, Big Valley Ford, CapitalOne Auto Finance, CarMax, Donlen, Downtown Ford, Drive Financial, Elk Grove Auto Group, Folsom Auto Group, Future Auto Group, Lithia Auto Group, MercedesBenz of Eldorado Hills, Mike Daugherty Chevrolet, Thompson Auto Group, and Zamora Group.

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2175 Cactus Road San Diego, CA 92154

619/661-5565 Fax: 619/661-9470 www.adesa.com/sandiego

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11625 Nino Way Mira Loma, CA 91752

951/361-9400 Fax: 951/361-0595 www.adesa.com/losangeles

General Manager: Assistant General Manager: F/L Manager: Sales Manager: Factory Manager:

Scott Stalder Chad Ruffin Jose Arroyo Jesse Estrada Cheryl Toler

Monday “Bid Now” 11:00am - 12:00pm (PST) Tuesday Fiesta - 3:00pm Low end Consignment. Friday Consignment 9:30am. Toyota Financial Services 9:00am. ADESA LiveBlock Sales -9:00am. Everyday “Buy Now” - 24/7. Featuring: Advantage RAC , Altura Credit Union, Bank of America, Citi Financial, CPS, Emkay, Enterprise RAC, Fireside Bank, HSBC, Lexus Financial Services, PAR North America, Suzuki, Toyota Financial Services, Wachovia Dealer Services, and World Omni/CenterOne.

General Manager: F/L Manager: Sales Manager: Marketing Manager:

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C A R M A X C A L I FO R N I A 12800 Tuckahoe Creek Parkway 888/804-6604 Richmond, VA 23238 Fax: 888/607-0530 www.carmaxauctions.com CarMax Buena Park 6100 Manchester Blvd. Buena Park, CA 90621 Every Monday 2:00pm

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CarMax Roseville 1450 Eureka Rd. Roseville, CA 95661 Every Monday 10:00am Here are just a few of our great benefits! • DEALER-ONLY auto auctions • 97-100% sales rate • Conditional announcements • Exceptional customer service FREE, One-time National Registration Free, One-time registration allows you to attend any CarMax auction across the nation. Dealer only auctions held every week! Our auctions are conducted by professional, licensed auctioneers and are held in numerous CarMax locations across the country. For a complete list of dates and times please visit us at www.carmaxauctions.com.

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MANHEIM’S SAN DIEGO AUTO AUCTION 4691 Calle Joven Oceanside, CA 92057-6042

760/754-3600 Fax: 760/754-3690 www.manheim.com

General Manager: Asst. General Manager: Dealer Sales Manager: F/L Manager: Operations Manager:

CarMax Duarte 1131 Central Ave. Duarte, CA 91010 Every Monday 10:00am

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Scott Smith Chris Vitale Judy Centanaro Wanda Joy Dennis Leffler

Pick Up & Delivery — Yes, unlimited. • 75 Acre facility, 8 auction lanes, completed reconditioning facilities. Hosting auctions every Wednesday @ 9:30 featuring Penske, Hoehn, Bob Baker, Hertz, Hyundia, Enterprise, Westlake and more. Doors open @ 7am Wednesdays for pre-inspections. • Variety of inventories: Highline, Frontline, Salvage, Green Light, Red Light, Certified, and more. • Manheim San Diego sells over 70% of our units every week…that means FRESH INVENTORIES, not re-runs! Averaging 1300 units weekly. FOR MORE INFORMATION CONTACT OUR MARKETING TEAM AT (760) 966-5731.

Dale Mcilroy Jeff Kirkpatrick Mike Murray Lori Armistead

Tuesdays Consignment - 12:30pm (Monthly Second Tuesday) Thursdays F/L & Consignment - 9:30am. Featuring: Advantage RAC, A L Financial, AmeriCredit, CapitalOne Auto Finance, Credit West Financial, Donlen, Drew Ford, Drive Financial, Enterprise RAC, Fireside Bank, First Union, Fleet Lease Disposal, KIA Consumer Affairs, Lobel Financial, North County Group, PAR North America, Regional Acceptance Corp., Suzuki, Triad, Wachovia Dealer Services, and Wheels Inc.

BRASHER’S SACRAMENTO AUTO AUCTION 6233 Blacktop Road P.O. Box 73000 Rio Linda, California 95673 916/991-5555 Fax: 916/991-5445 www.brashers.com E-mail: sacramento@brashers.com Tuesday 8:45am. Ford Sale Thursday 10:00am (as scheduled) GSA and Public Sale Friday 10:00am (as scheduled) President: General Manager: Nat’l Accts. Manager: Nat’l Accts. Sales: Gen. Sales Manager:

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John Brasher Rex Roden Rich Newey Steve Burrows Rod Davis

MANHEIM’S CALIFORNIA AUTO AUCTION 1320 N. Tustin Avenue Anaheim, CA 92807 Phone: 714-996-2400 Fax: 714-985-8357 www.manheim.com General Manager: Asst. General Manager: Asst. General Manager: Asst. General Manager: Fleet/Lease Manager: Dealer Sales Manager: Online Manager: Marketing Manager:

Tim Van Dam Bob Spears Darren Teague Richard Steffy Mitchell Ogas Mike Marzicola Jessica Mitchell Art Norman

AUCTIONS: Every Wednesday @ 9:00 AM, Anaheim Every Thursday @ 2:00 PM, Thousand Oaks Every Other Tuesday @ 2:00 PM, Santa Ana FLEET LEASE ACCOUNTS: Bank of America, DriveTime, Enterprise RAC, Freelance, Lobe, Redline Remarketing, TRIAD Financial, Wachovia, Wecom and more.

M A N H E I M S O U T H E R N C A L I FO R N I A AU TO AU C T I O N 10700 Beech Ave. Fontanta, CA 92337

909/822-2261 Fax: 909/854-2286 www.scaacars.com

General Manager: Russ Norris F/L Manager: Michelle Guthmiller Dealer Sales Manager: Jesse Nelson Factory Manager: Sheri Lewis Mktg/Customer Svc. Mgr.: Kristine White Wednesday: Ford Sale @10:00am, GM Sale @ 9:00am, Alternate Weeks. Thursday: Open Sale @ 9:00am. 10:30am Heavy Truck Sale Once a Month. 11:30am RV/BoatSale Twice Per Month. 1:30pm Tow & Salvage Sale Weekly. General Sale Featuring: Ford Credit, Honda Finance, Hertz, Fox RAC, Chase, Enterprise RAC, Hyundai, Dollar/Thrifty Group, Avis, Budget, C.I.T. Group, GMAC, Mike Albert Leasing, Bank of theWest, CitiFinancial, Bank of America, Wells Fargo Auto Finance, Donlen Corp, Subaru. Lot hours for viewing vehicles7:00am to Dusk. Call the auctuon for current listings. Must Show proper identification.

View our sales calendar, pre-sale inventories and Simulcast sales @ Manheim Online.

Featuring: Ford, ARI, Wells Fargo, Wachovia Dealers Services, Ford Credit, Enterprise, Hertz, PHH, Mike Albert Lease, RSA, Wheels and many others. 14 lanes.

60

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P R I M E AU TO AU C T I O N 20151 South Main Street Carson, CA 90745

310/380-4686 Fax: 310/380-4672 www.primeautoauction.com

General Manager: Lew Beshoff Dealer Sales and F/L Manager: Lionel Freitas Sr. Oliver Domagas Controller: Consignment sale every Friday at 10:00am. Featuring 6 lanes with1200+ vehicles. Specializing in new car dealer trades, bank repos, fleet and off-lease vehicles. Complete Recon and Certified facilities, transport, available 24 Hr. Access Pickup & Delivery, 10 minutes South of LAX.

COLORADO ADESA COLORADO SPRINGS 10680 Charter Oak Ranch Rd 719/391-6600 Fountain, CO 80817 800/334-6331 Fax: 719/322-9521 www.adesa.com/coloradosprings General Manager: Sales Manager: F/L Manager: Consignment Manager: Marketing Manager:

Greg Norman Chris Stevens Danny Johnson Kenny Paradeis Chris Stevens

Thursdays Video Salvage - 8:45am. Consignment - 9:00am. RV & Toy Sale (Last Thurs. of the Month) Featuring: AmeriCredit, ARI, CapitalOne Auto Finance, Drive Financial, Honda Remarketing, Hyundai Motor America, ENT Federal Credit Union, HSBC & CitiFinancial Auto., PAR North America, PH&H, RSA, Suzuki, Triad Financial, VCI/Audi Financial, Wachovia Dealer Services, Wells Fargo Auto Finance, Westlake Financial, and Wheels Inc.

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S O U T H E R N AU TO AU C T I O N 161 South Main Street P.O. Box 388 East Windsor, CT 06088

(860) 292-7500 Fax: (860) 292-7598 www.saa.com

Owner: Vice President/Operations: National Sales Manager: Factory Manager: Dealer Sales Manager: Marketing:

Larry Tribble Rick Nadeau Jeff Gaetz Doug Briggs Tom Munson Jim Dodd

Closed GM & Chrysler Auctions - Every other Tuesday at 10:00am. Fleet Lease and Dealer Consignments Every Wednesday at 9:30am Open to all dealers. Accounts: AmeriCredit, ARI, AVIS, Bank of America, Capital One, Chrysler Financial Services, Citi Financial, Dollar Thrifty, Donlen, Enterprise, Ford Credit, GE Remarketing, GMAC, Honda, Hyundai, Infi niti, Lease Plan, M&T Bank, Mitsubishi, Motor Lease, Nissan, Nuvell Financial, PHH, Saab, Subaru, Uhaul, Volvo, and Wheels. Celebrating our 60th Year as an Independent!

203/626-0500 Fax: 203/626-0501 www.amerautoauction.com

Management and Sales Contacts: President: Steve Yancoskie General Manager: Karen Greenbacker Controller: Debbie Mezza Sales Manager: Tony Fedock Sale Information: Live sale: Thursday. 4 Lanes of Action. Doors open: 9am. Auction kickoff: 6:45pm. Special Services: Recon Services. Transportation Available. Floor Plans Available. Floor plans by: DSC, AFC, MAFS, and Pinnacle

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DISTRICT OF COLUMBIA C A P I TA L AU TO AU C T I O N 1905 Brentwood Road, N.E. Washington, DC 20018 202/269-3361 www.capitalautoauction.com dc@capitalautoauction.com Manager: National Sales Manager:

Gordy Zaritsky Roger Bryan

Sales every Saturday 11am. Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

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540 S.W. 38th Avenue Ocala, FL 34474

352/351-5100 Fax: 352/620-8955 www.adesa.com/ocala

General Manager: Controller:

Eric Clippinger John Schaefer

Fridays-RAC, New & Used Dealer Consignments & Repos - 10:30am. Boat & RV Sale - 9:00am. March 23, April 20, May 18, June 22, July 20, August 17, September 21, October 19, November 16, & December 21. Featuring: Automotive Fleet Management, Bank of the West, Fleet Lease Disposal, First National Bank Of Miami, First Tennessee Bank, Florida Credit Union, GE Consumer Finance, Huntington Bank, Key Bank, M & T Bank, National City Bank, PAR North America, Regions Bank, RSA, Suncoast School Credit Union, Walden Leasing, Wells Fargo & Many More.

SA RA S OTA

6005 24th Street East Bradenton, FL 34203

A M E R I C A N AU TO AU C T I O N

Contact Information: 419 S Cherry St Wallingford , CT 06492

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Auction Manager: Asst. General Manager: Controller: Commercial Acct. Mgr.: Fleet Manager:

941/756-8478 Fax: 941/756-7546 Bill Cieslak Luke Dietrick Joe Boselli Mike Lewis Cheryl Holmes

The newest addition to the ADESA auction family! Factory Sale Thursdays. Regular Consignment Fridays 9:30am 6 Lane Auction, 80 Acres. Complete Reconditioning, Shop and Mechanical Repair Facilities Transportation, Pick up service available (local and national) Closest Major Airport: SARASOTA/ BRADENTON International Airport. Featuring: DaimlerChrysler Factory, Chrysler Financial, Hyundai, World Omni/Center One, Dollar Thrifty, Triad, Alamo, Huntington, National Bank, Enterprise, APEX Fleet, ARI. Directions to ADESA Sarasota from Sarasota/Bradenton International Airport (SRQ) Go West on Airport Circle toward Bradenton Conn. Turn left onto University Pkwy. Turn left onto US301 N. Turn left onto 63rd Ave. E. turn right onto 24th St. E. End at 6005 24th St. E. Total Distance: 5.76 miles.

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G U L F S TAT E S AUTO AUCTION, LLC 6615 Mobile Hwy. Pensacola, FL 32526-1264 850/944-1945 Fax: 850/944-8482 www.gulfstatesaa.com Owner: Dealer Sales Manager: Fleet/Lease: Office Manager:

Dewayne Musick Vicky Mann Melissa Murphy Jeanette Lee

Home of the "New Dealer trades"!! 700+ weekly dealer consignments in 5 lanes. 28 day float available to approved NIADA members, also "in house" floor plan. Come see why Pensacola is better on Tuesday's. Sale every Tuesday at 9:30am. 700+ weekly dealer consignments running in 5 lanes. Nationwide transportation available. Home of the New Dealer Trades!!!

MANHEIM’S CENTRAL FLORIDA AUTO AUCTION Central Florida: 9800 Bachman Road Orlando, FL 32824 407/438-1000 GM Auction Operations GM Service Businesses Asst. General Manager: Asst. General Manager: Asst. General Manager: Sales Manager: Fleet/Factory Manager:

Butch Herdegen Tony Markese Jeff Modjeski Ellen Westpfahl Barry McCammon Noel Kitsch Nick Queitsch

Sale Every Wednesday 9:00am featuring Total Resource Auction at 8:30. Nite Sale at 2:00pm. 3500+ units weekly on 235 secured, paved acres. Complete Frontline Services and top of the line shops. Portfolio of clients include: America Honda Finance Corp, Acura Remarketing, Audi Financial Services, Bank of America, CitiFinancial Auto, DTG Operations, Enterprise, Royal Rent-a-Car, Donlen Corporation, GE Remarketing, Volkswagen Credit, Mitsubishi Motors, KIA Motors America, Mercantile Bank, Wheels Inc., PH&H, SunTrust, Consumer Portfolio Services, EZ Rent-a-Car, Regional Acceptance Corp, Wachovia Bank, CitiFinancial Auto, Capital One Auto Finance, DriveTime & Flamingo Finance and more.

11700 New Kings Road Jacksonville, FL 32219

904/764-1004 Fax: 904/768-0029 www.adesa.com/jacksonville

General Manager: Asst. General Manager: General Sales Manager: F/L Manager: Marketing Manager:

Andy Clauss Jeff Raynor Randy Overstreet Heather Marston Margie Hester

Tuesdays Heavy Duty Truck & Equipment Sale - 10:00am (Monthly) Night Sale 6:00pm. Thursdays Consignment - 9:00am 600+. Fleet/Lease - 9:00am 200+. Featuring: Auto Credit, BB & T, CHASE, CNAC, Donlen , Drive Financial, DriveTime, DTG Operations, Emkay, Enterprise RAC, Fleet Lease Disposal, GE Consumer Finance, Long Beach Acceptance, MARKONE Financial, PAR North America, Volvo, Wachovia Dealer Services, Wheels Inc. & Many More.

A D E SA 3225 North 50th St. Tampa, FL 33619

TA M PA 813/620-3600 www.adesa.com/tampa

General Manager: Theo Jelks Asst General Manager: John Saullo F/L Manager: Debbie Stokes Dealer Consignment Mgr.: Margaret Mcginn Marketing Manager: Nancy Olds Mondays In-Op Sale - 3:00pm. Fleet/Lease - 3:45pm. Consignment - 4:30pm. Wednesdays. Kia Factory Sales - 10:00am (Monthly) Featuring: ARI, Bay Gulf Credit Union, Budget Trucks, CitiFinancial Auto, CU Auto Source, Donlen, Drive Financial, DriveTime, DT Credit, VRS/Credit Acceptance, PAR North America, KIA, Suncoast Schools, Federal Credit Union and Wachovia Dealer Services.

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FLORIDA - GEORGIA

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MANHEIM FLORIDA AUTO AUCTION OF ORLANDO 11801 West Colonial Drive Ocoee, FL 34761 1-877/888-FAAO www.faao.com General Manager: Allan Wilwayco Auction Manager: Jeff York Assistant General Manager: Jeff Thomas Assistant General Manager: Tim Sherk 22 Lane Sale every Tuesday at 9:00am Chase, CIT, Chevy Chase, Daimler Chrysler Remarketing, Dollar Thrifty Automotive Group, GMAC, Honda Remarketing, Hyundai, Hertz, Lexus Financial Services, Porsche, Toyota Financial Services, Enterprise Rent a Car, World Omni, RSA, Avis Budget Group.

M A N H E I M PA L M B E AC H 600 Sansbury Way West Palm Beach, FL 33411 561/790-1200 Toll Free: 866/889-7222 Fax: 561/798-0774 www.manheim.com General Manager: Ron Parker Asst. General Manager: Jeff Simon Asst. General Manager: Ray Petrino Lori Kuhn National Accts. Manager: Dealer Sales Manager: Cheryl Lally Weekly Consignment Sales, Thursday 9:00am. featuring AmeriCredit, Fifth Third, Wheels, ARI, Enterprise. Bi-Weekly Exotic Highline Sales, Wednesdays 9:30am. featuring Mercedes Benz Financial, Mercedes Benz USA, BMW of North America, BMW Financial Services, Jaguar/LandRover and Porsche Financial, Infiniti, Volvo, 5th 3rd, RSA/US Bank, Hann Financial.

MANHEIM’S LAUDERDALE- MIAMI AUTO AUCTION

SA N FO R D AU TO D E A L E R S E XC H A N G E 2851 St. Johns Pkwy Sanford, FL 32772 407/328-7300 407/843-3690 Fax: 407/321-4466 www.sanfordautodealers.com General Manager: Joe Killory, ext. 112 Asst. GM: Richard Galway, ext.113 Fleet/Lease Mgr.: Greg Badal, ext. 136 Tuesday 2:00pm. Brand New State-of-the-Art six lane facility featuring 2000+ units every Tuesday. Specializing in new car dealer trades, bank repos, fleet and off-lease vehicles. Cocoa Auto Dealers Exchange “CADE” 500 Cox Road Cocoa, FL 32926 321/636-2233 Fax: 321/636-9212 Every Thursday at 5:00pm. Specializing in new car dealer trades, fleet and off lease vehicles and dealer consignments.

5353 South State Road 7 Davie, FL 33314 General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: Dealer Sales Manager:

954/791-3520 Fax: 954/791-3522 Doug Kramer Ed Molina Warren Whittaker Frank Costa Bill Bucceri

Tuesday 9:00am. Friday 9:00am.

M A N H E I M ’S ST. P E T E AU TO AU C T I O N 14950 Roosevelt Blvd. Clearwater, FL 33762 727/531-7717 Toll Free: 877/993-9964 Fax: 727-539-0912 www.manheim.com General Manager: George Ruiz Asst. General Manager: Todd Janego Dealer Sales Manager: Jeff Epperson Marketing Manager: Vicki Lopez F/L Dealer Sales: Angell Derridinger Office Manager Colleen VanFleet 1000 vehicles every Thursday @ 4:00pm including over 500 new car trades. Discover why dealers throughout the country have said we have THE NICEST, CLEANEST $2,000$10,000 VEHICLES in Florida. Free gifts and transportation assistance to first time buyers. Only 20 minutes from Tampa International Airport. Ask about our Mobile Sales.

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AT L A N TA

5055 Oakley Industrial Blvd. Fairburn, GA 30213 770/357-2277 Fax: 770/774-0995 www.adesa.com/atlanta General Manager: Operations Manager: Factory Manager: Marketing Manager: F/L Manager:

Jason Brinkley Justin Carpenter Lisette Montanez Rocky Marciano Lisa Chapo

Tuesday - 10:00am DaimlerChrysler Remarketing (Every Other Week) Wednesday - 10:00am Fleet Lease . Dealer Consignment. Chrysler Financial (Every Week) In-Op Sale 9:30am (Every Week) Friday Public Sale 6:30pm, Preview Begins - 4:30pm. Featuring: AVIS Budget Group, DaimlerChrysler – Factory, Drive Financial, Emkay, Chrysler Financial, DTG Operations, Enterprise RAC, Lease Plan, MDS, Nuvell, PAR North America, Vanguard Alamo National, and Wachovia Dealer Services.

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AT L A N TA AU T O AU C T I O N 4900 Buffington Rd. College Park, GA 30349

404/762-9211 800/856-6107 Fax: 404/669-5817 www.atlantaautoauction.com General Manager: Asst. General Manager’s: Markt Specialist:

Greger Roner Jim Mumford, Ed Cahir Ryan Mason Melissa Peppers

Monthly Exotic Highline. Featuring: BMW Financial Services, BMW of North America, Land Rover of North America, Saab Financial, Mercedes Benz Financial, Saab Cars USA, Inc., Chase Automotive, VW Credit/Audi Financial, Jaguar. TRA Sale Every Thursday 8:30 am. Weekly Thursday Sales 9:00am Featuring: Honda Financial, Fidelity National Bank, GMAC, Remarketing Services of America, Inc., Wheels Inc., Chase Auto Finance, Budget, Avis Rent A Car, Enterprise, World Omni/Southeast Toyota Finance/Center One Financial Services, Bank of America, National City Bank, HSBC, Vanguard, Wells Fargo Financial, Chevy Chase and 1800+ Dealer Consigned Vehicles Weekly, Factory Sales Include: GM.

V. I . P. AU C T I O N S V E H I C L E I N V E N TO RY P RO F E SS I O N A L S Professional. Fast. Proven. 302 Orchard Lane Clarksville, GA 30523

678/919-7130 Fax: 678/919-7917 www.myvipauctions.com Owner/CEO: Helen Smith 678/919-7130 Auction Manager: Jim Smith 404/226-8638 Operations Manager: Tom Stone 678/919-7130 Redefining The Automotive Remarketing Process Every other Monday at 3:30PM. Call for Sale Locations. Proudly Serving Metro Atlanta Franchise Dealers for over 12 years! “The sellers AND buyers both win.V.I.P. knows how to turn inventory.”- Gene McDonald, Founder of The Black Book. The first and only mobile, onsite remarketing Auction featuring live mobile-cast bidding designed exclusively by V.I.P. powered by OnLine Ringman.

“World’s Largest Independently Owned Night Sale” TA L L A H A SS E E AU TO AU C T I O N 140 Capital Circle SW Tallahassee, FL 32305 850/878-6200 Fax: 850/942-9830 FOD: 800/305-0745 taa@bscamerica.com www.bscamerica.com/dealers/Tallahassee General Manager: Ginger White Assistant GM/Marketing: Lori Camper Operations/Fleet Lease: Mark Carter Dealer Sales: Kyle Williamson Sale day: Friday @ 11:00am EST. ALL lanes broadcast live via simulcast, specializing in new car dealer trades, bank repos, fleet, and off lease vehicles. Monthly promotional sales featuring Wachovia Dealer Services, Automotive Fleet Management. Mechanicallychallenged sale every other Friday @ 10:30am. Visit us at bscamerica.com for run lists, promotional information and driving directions.

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BISHOP BROTHERS AUTO AUCTION 2244 Metropolitan Pkwy. Atlanta, GA 30315

404/767-3652 800/759-3652 Fax: 404/766-2180 www.bishopbrothersautoauction.com info@manheim.com

General Manager: Asst. General Manager: F/L Manager: Marketing Manager: Dealer Sales Manager:

Ben Shurling Joel Holloway Kristie Knaggs Melissa Peppers Mark Warren

Dealer Consignment Sale Every Tuesday 11:00am. Disabled Sale 2nd & 4th Tuesday of the Month 9:00am. Featuring: GE Remarketing, Drive Time, Vehicle Remarketing Services, Drive Financial, Automobile Acceptance Corp., Quality Fleet Services, Georgia Financial, Remarketing Solutions, Wells Fargo, and Dealer Consigned Vehicles 1400+ units weekly! US Marshal Sale 2nd Tuesday Each Month at 3:00pm.

MANHEIM AUCTIONS OF GEORGIA Come to Atlanta for a week of sales.

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GEORGIA DEALERS’ AUTO AUCTION 7205 Cambellton Rd. Atlanta, GA 30331

404/349-5555 Toll Free: 888/766-7144 Fax: 404/349-9951 www.manheim.com

Pete Palmer General Manager: Assistant General Manager: Todd Mathis Assistant General Manager: Jason Blake Dealer Sales Manager: Michael Moates Jamie Masdon Operations Manager: Fleet Lease Manager: Krystal Bilbrey Pood Bergkessel Marketing Manager: Monthly factory sales featuring: Ford, Mazda, Toyota Financial Services, Hyundai, Suzuki. Tuesday 9:30 am Start Open Sales: Ford Motor Credit, ARS, Mazda American Credit, Hyundai/Hyundai Motor Finance, Nissan, Infiniti, Citi, Peaks, Enterprise Rent A Car, Wachovia Dealer Services, US Bank, Hertz, Economy Rent A Car, Toyota Financial Services, Suntrust, Center One, Americredit, Suzuki/Nuvell, Capital One, Remarketing Solutions, SST, Lease Plan, Condor Capital, American Suzuki, HSBC, World Omni. 900+ Dealer Consignment Units Weekly In-op Sale 1st & 3rd Tues @ 8:30. All lanes live on simulcast Mobile sales services OVE.com Online Vehicle Exchange Buy & Sell 24/7

ILLINOIS C A R M A X

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M A N H E I M ’S A R E N A AU TO AU C T I O N 200 West Old Chicago Drive Bolingbrook, IL 60440 630/759-3800 Fax: 630/759-9668 General Manager: Jimmy Compton Asst. General Manager: JD Daniels Dealer Sales Manager: Lou Palermo Laura Dunklau F/L Manager: Dealer Consignment and Fleet/Lease every Tuesday starting at 9:00am. 1,300 Consignment Units/1,000 Fleet/Lease Units. Fleet/Lease Accounts: Household Finance, DaimlerChrysler Services, GM Open Sale, Wells Fargo, AmeriCredit, Harris Bank, Thrifty, PAR, Onyx, Remarketing Solutions, Great Bank, Enterprise, Emkay. GM Closed Factory and DaimlerChrysler Closed Factory at 10:00am. (on alternating Thursdays).

CarMax Hillside 101 N. Wolf Rd. Hillside, IL 60162 Every other Tuesday at 2:00pm CarMax Naperville 3320 Odyssey Ct. Naperville, IL 60563 Every other Monday at 10:00am CarMax Schaumburg 250 E. Golf Rd. Schaumburg, IL 60173 Every Monday at 2:30pm CarMax Tinley Park 18800 S. Oak Park Ave. Tinley Park, IL 60477 Every other Monday at 10:00am Here are just a few of our great benefits! • DEALER-ONLY auto auctions. • 97-100% sales rate. • Conditional announcements. • Exceptional customer service. Visit www.carmaxauctions.com today for more information.

www.usedcardealermagazine.com

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11490 US 31 North Edinburgh, IN 46724

INDIANA ADESA INDIANAPOLIS 2950 East Main Street Plainfield, IN 46168 317/838-8000 800/925-1210 www.adesa.com/indianapolis General Manager: Dave Emerson Assistant General Manager: Kathy Hopkins Jeff Brinkley F/L Manager: Roger Huegerich Monday - 1:00pm DCX Factory (alternating) Tuesday Consignment - 9:00 am. Boat/RV sale - 12:00pm (2nd Tues. of the month) Top of the Line - 9:30am (Once a month) State Sale - 3:00pm (3rd Fri. of the month) Wednesday - 10:00 am. GM factory (alternating) Ford Factory (alternating) Featuring: ARS, CapitalOne Auto Finance, Chase, DaimlerChrysler – Factory, Chrysler Financial, DTG Operations, Enterprise RAC, Fifth Third, Ford Credit, Ford Factory, Hertz RAC, General Motors, GMAC, Huntington, SAAB, Mazda, National Car Sales, Nuvell, RSA, Toyota Financial Services (Fleet), US Bank, VRS/Credit Acceptance, Wells Fargo Auto Finance and World Omni/CenterOne.

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812/526.9731 Fax: 812/526.9734 800/339-9731 www.adesa.com

General Manager: Operations Manager: Controller:

Jeff Brinkley Bob Skotzke Kim Perkins

Wednesdays Consignment - 3:30pm. Featuring: Centra Credit Union, Fleet Lease Disposal, Ford Motor Credit and PAR North America.

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MANHEIM CHICAGO 20401 Cox Avenue Matteson, IL 60443 866.271.4222 815.806.4222 Fax: 815/806-9705 www.manheim.com General Manager: Art Soudek Asst. General Manager: Tim Reynolds General Sales Manager: Gary NIchols Dealer Service Manager: Rachel Shields F/L Sales Manager: Mary Casey Every Thursday Video Tow starts at 8 am, Ford Motor Credit at 8:30 am and all other Fleet/Lease and Dealer Consignment lanes start at 9 am. Fleet Lease Accounts: Acura and Fifth Third Bank. Ford and Nissan Factory Sales on Tuesdays call for dates.

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641 Joliet Street Dyer, Indiana 46311

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12800 Tuckahoe Creek Pkwy Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com

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Contact: Mike Dean Serving Indiana & Illinois. 30 minutes from Chicago Loop. 1300 vehicles weekly Salvage: Wed. @ 1:00pm. Consignment: Friday @ 10:00am. Fleet/Lease: Friday @ 10:00am. Serving most major insurance, lease, banks & rental car companies. DYER TRANSPORT INC. Contact: Brian Chalik 219/322-2993

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260/422-9577 800/437-0327 www.fwva.com www.truck-auction.com

General Manager: Sales Manager: HD Truck Manager: F/L Manager:

Steve Balco Rick Weaver Tim Ronan Aaron Roth

8-Lane Dealer Only Sale Every Tuesday @ 9:00am. Cars, vans, pick-ups, SUVs, RVs, boats, motorcycles and more. Bi-weekly Government & Repo Sales @ 9:00am; BiWeekly heavy duty truck sales @ 10:00am. Monthly Salvage Sale -call for dates. Monthly Float Sale - 3rd Tuesday of month. Over 200 Fleet Lease units from major lenders every week: Wheels, Inc, LeasePlan, Enterprise, AVIS Budget Group, Schmidt Rental Lease, Northeast Auto Marketing, West Lake Financial and many more. Promotions and prizes every week! MAFS Financing. Full Title Services. Frontline Force paint, body & mechanical reconditioning services. OVE (On-Line Vehicle Exchange, and Simulcast bidding. Transportation Services. Post Sale Inspection. Airport shuttle - call to arrange pick-up. On-site restaurant. 24/7/365 dropoff and security.

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MANHEIM INDIANAPOLIS 3110 South Post Road Indianapolis, IN 46239

888/354-8299 317/862-8622 Fax: 317/862-8623 FOD: 866/422-2227 www.manheim.com

General Manager: Dave “Crockett” Allen Fleet/Lease: Charlie Jordan Fleet Lease and Consignment Sale: Tuesday 12:30pm, Heavy Duty Truck Sale (Monthly) Tuesday 10:00am, TRA / INOP Monthly @ 11:30 a.m. , Power Sports Sale 1st Wednesday Every Month 9:00am, Honda O.V.E. Sale Monthly. Fleet Lease Accounts: Ace, Donlan Leasing, Heritage Acceptance, Honda Financial Services, Lease Plan, South Trust Bank, Westlake Financial, Coca-Cola, Main Source Bank, Tidewater Finance, Walden, Enterprise, HSBC, Harley – Davidson Financial Services, U.A.C.C., J M & E TCS Inc., Space Coast Credit Union, Finance Center FCU, Auto Financial Group, Harris Bank, Professional Financial, U – Haul Technical CenterLeasing and many more.

MANHEIM LOUISVILLE 5425 Highway 31 Clarksville, IN 47129

M A N H E I M F O R T WAY N E 3600 E Washington Blvd Fort Wayne, IN 46803

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812/283-0734 Fax: 812/283-5852 www.Manheim.com

General Manager: Assistant General Manager: General Sales Manager: Dealer Sales Manager: TRA Manager:

John Deck Tom Givens Lori Hammond Mark Harris Rob Spickard

TRA Sale every second and fourth Tuesday of the month at 9:00 a.m. Tuesday 9:30am. Featuring: Drive Financial, Fifth Third Bank, Remarketing Services of America, ARI, General Acceptance Corp., American Honda, Honda of America Manufacturing, Honda Manufacturing of Alabama, Wachovia Dealer Services, Budget, Hertz, Tri-State Financial, Federated Financial, and more.

WO L F E ’S AU TO AU C T I O N S 3 Locations / 3 Weekly Sales www.wolfesautoauctions.com Bi-Weekly Monday VB2, 2:00pm Tony R. Wolfe 812/425-4576 Tuesday, Terrehaute 12:00pm Mike Edwards 812/238-1431 Wednesday, South Bend 1:30pm John Stumpf 574/289-7767 Thursday, Evansville 9:00am Mark Watkins 812/425-4576 Large Weekly Dealer Consignments. Weekly Fleet, Lease & Repo Sales. Weekly Salvage Sale. Bi-Weekly VB2 Internet Sale. 24 Hour Pickup. Transportation Available.

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IOWA - MICHIGAN

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I OWA A D E SA 1800 Gateway Dr. Grimes, IA 50111

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515/986.1200 Fax: 515/986.1201 www.adesa.com/desmoines

General Manager: Asst. General Mgr., F/L Mgr.: Marketing Manager.:

Greg Koepfer Jeff Lisle Jill Emmert

Tuesdays-Video Salvage - 8:45am. Consignment - 9:00am. $200 Early Bird Drawing (Progressive) Featuring: AmeriCredit, CapitalOne Auto Finance, Drive Financial, RSA, VRS/Credit Acceptance, Wells Fargo Auto Finance and Wachovia Dealer Services.

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LO U I S I A N A’S 1 S T C H O I C E AUTO AUCTION 18310 Woodscale Road Hammond, Louisiana 70401

985/345-3302

Fax: 985-345-5735 lafcaa@lafcaa.com www.lafcaa.com General Manager: Auction Manager: F/L Manager: Marketing Manager:

John Poteet Don Sistrunk Linda Castillo Georgianne Poteet

Consignment Sale Tuesday 9:00AM. Online Sale Tuesday 10:00AM powered by AWG. 33 acres, 4 lanes, 500+ cars weekly, floor planning, reconditioning, transportation, 24 hour secured site, video recorded sales, Auto IMS, Auction Access, convenient location between Baton Rouge and New Orleans LAFCAA has the cars you need! See you in the Lanes!

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Tuesdays-Night Sale - 6:30pm (Second Tues. of the Month) ThursdaysConsignment Sale - 10:00am Chase. Featuring: Community Trust Bank, Enterprise RAC, Huntington National Bank, PAR North America and Toyota Financial Services.

MANHEIM’S NEW ORLEANS 61077 St. Tammany Ave. Slidell, LA 70460 985/643-2061 Fax: 985/726-9508 (Main) General Manager: Asst. General Manager: Dealer Sales Manager: Fleet/Lease Manager: Marketing Manager:

Mike Browning Raymond Fields Kevin Rembert Vanessa Faciane Stephanie Dumas

Fleet/Lease sale every other Tuesday at 2:00pm. Consignment Sale Wednesday 9:00am. TRA Sale: Every other Monday at 9:00am. Full Service Reconditioning Facility serving the following rental & fleet accounts: Enterprise, Hertz, AVIS, Dollar/Thrifty Group, Wells Fargo, GE Remarketing, ARI, Lease Plan, Griffin Tire & Battery, Vehicle Remarketing Services, and World Omni.

LOUISIANA ADESA SHREVPORT 7666 Highway 80 West Shreveport, LA 71119

318/938-7903 Fax: 318/938-7960 www.adesa.com/shreveport

General Manager: Tim Adams Assistant General Manager: Stan Reed Factory Manager: Angela Benson Marketing Manager: Tonya Thomas F/L Manager: Darren Darnell Wednesday-In-Op Sale - 8:30am. Consignment Sale - 9:00am. GM/GMAC 9:00am (Featuring LiveBlock) Fleet/Lease 10:00am (Featuring LiveBlock) Tuesday-GM Factory sale - 10am (bi-Weekly) Featuring: Advantage RAC, Avis Budget Group, DTG Operations, Enterprise RAC, GM/GMAC Remarketing, GTB, Hyundai Motor Finance, HSBC, Nuvell Vehicle Remarketing, PAR North America, Remarketing Solutions, Wachovia Dealer Services and Wells Fargo Auto Finance.

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General Manager: R. Charles Nichols Asst. General Manager: Chuck Wenzel Dealer Contact: Michelle Nichols-Neff Thursdays 8:30am PHH, CenterOne/World Omni, M&T, Wells Fargo, Bank of America, Wheels, ARI, GSA, State 7 County Units, Major New Car Dealers Trades. Salvage – Liberty Mutual, Avis, Enterprise, and More. Simulcast Sales.

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5001 Beech Road Temple Hills, MD 20748 202/269-3361 www.capitalautoauction.com th@capitalautoauction.com

123 Williams Street, P.O. Box 1 North Dighton, MA 02764-0001 508/823-6600 Fax: 508/823-0006 www.manheim.com http://www.americanaa.com/

Manager:

Gordy Zaritsky

Sales Tuesday and every other Thursday 10am; every Saturday 9am - Noon. Internet auction every week 3pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

B O STO N

63 Western Avenue Framingham, MA 01702

508/626-7000 Fax: 508/626-7111 Fax-on-Demand: 888/293-5249 www.adesa.com/boston

General Manager.: Asst General Manager: General Sales Manager: F/L Manager:

Tuesdays Top of the Line Sale - 9:30 am (Monthly) Toyota Pre-Certified “Bid Now” “Buy Now”on-line Sale - 1:00pm (Monthly) Wednesdays Ford Factory Sale - 10:00am (Bi-weekly) Thursdays GM Factory Sale 10:00 am (Bi-weekly) Toyota “Bid Now” “Buy Now” on-line Sale (Weekly) Fridays Salvage Sale - 7:30 am (Weekly) Consignment - 9:00 am (Weekly) Toyota Factory - 9:00 am (Monthly) Featuring: Acura, ARI, ARS, Chase, Enterprise RAC, Ford Credit, Ford Factory, GM Factory, GMAC, Hertz, HSBC, Lexus Financial Services, Mazda, Mercedes-Benz Financial, SAAB Financial Services, RSA, Toyota Financial Services, VPSI, VCI/Audi Financial and Wells Fargo Auto Finance.

A D E SA 77 Hosmer Street Acton, MA 01720

C O N C O R D 978/263-7400 Fax: 978/263-7842 www.adesa.com/concord

General Manager: Asst General Manager: F/L Manager: Sales Manager: Operations Manager:

General Manager: Asst. General Manager: Asst. General Manager: Sales Manager: Recon/Body Shop Manager:

Tim Hoegler Joe Metro Mike Schaefer Paul Nadeau Fred Morse

Sale Tuesday 9:00am. Thursday 6:30pm. Total Resource Auction Sale Tuesday’s @ 11:30am. Featuring: Dealer Consignment Vehicles, Hertz, Mitsubishi Motors, Chrysler Services, PHH, Cendant, Lenders Fleet Services, Household Finance, Enterprise R-A-C, Dollar R-A-C, Compass, AMI, ARI, Wells Fargo, Plus many more… Providing Full Recon and Body Shop Facilities, Sale day instant estimate, Pick up and Delivery Services. Full Service restaurant Factory Sales: DaimlerChrysler - Monday’s @ 11:30am. GSA - Thursday’s @ as scheduled. 12 LANES OF AUCTION ACTION! Check out our Simulcast sales.

Jack Neshe Liz Morich Chris Carli Aaron Roy

AU TO AU C T I O N O F B E L A I R 410/879-7950 Fax: 410/893-1515 www.bscamerica.com

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MARYLAND

803 Bel Air Road Bel Air, MD 21014

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C A P I TA L AU TO AU C T I O N

A D E SA

L E X I N GTO N

General Manager: Jason Martin Asst General Mgr. & F/L Mgr.: Todd Lomison Marketing Manager: Patty Sands General Sales Mgr. & F/L Mgr.: Chad Hall

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MASSACHUSETTS

KENTUCKY 672 Blue Sky Parkway 859-263-5163 Lexington, KY 40509 www.adesa.com/lexington

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Mike Caggiano Bob Haluska Brandon Auger Bill Macintyre Napoleon Delacruz

Wednesdays - 9:30am Dealer Consignment & F/L. Suzuki Sale: Monthly. KIA Sale: Monthly. ADESA IMPACT - 1:30pm Salvage Sale (Weekly) Featuing: ACT Leasing, American Suzuki, ARI, CitiFinancial Auto, Donlen, Drive Financial, Emkay, Enterprise RAC, Fleet Lease Disposal, GE Remarketing, Kia Motors America, PAR North America, U-Haul, VRS/Credit Acceptance, Wachovia Dealer Services, Wheels Inc. and World Omni/CenterOne.

MICHIGAN A D E SA 6956 Lansing Road Dimondale, MI 48821

L A N S I N G 517/322-2444 800/513-7006 www.adesa.com/lansing

General Manager: Jeff Thomas General Sales Mgr. & F/L Mgr.: Mike Kirila Wednesdays Consignment - 9:30am. Featuring: Drive Financial, CASE Credit Union, Consumer Portfolio/Seawest Financial, LAFCU, MSU Credit Union, PAR North America, Systems & Services, VRS/Credit Acceptance, Wachovia Dealer Services and Wheels Inc.

A M E R I C A N V E H I C L E AU TO AU C T I O N , I N C . 4266 Dove Rd Port Huron, MI 48060 810/388-9000 Toll Free: 866/388-2822 Fax: 810/388-9900 www.american-vehicle.com Owners: Michael Haddon & Josie Haddon General Manager: Gus Jones Operations Manager: Jeff Karpinski Dlr. Contact/Off. Manager: Candace Stasik Sale every Tuesday @ 4:00pm. VB2 Sale every Monday @ 3:00pm . Featuring: CFS Savings Bank, Bank Repo's, New Car Dealer Trades and Dealer Consignment . Services include: VB2.com offsite dealer sale, Reconditioning, Transportation, AFC floor planning The Auction that puts the Dealer 1st . Floorplanning by AFC, DSC, MAFS & Auto Use.


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AUCTION

3711 Western Road Flint, MI 48506-2385

810/736-2700 800/284-0034 Fax: 810/736-3351 Fax-On-Demand: 800/329-7352 www.flintaa.com

President: Vice President: General Manager: Dlr. Contact:

Bill Williams, Jr. John Luce Lawrence Cubitt Vicky Coons

Wednesday 9:00am. 1,800-2,200 total vehicles including 700-800 late model trucks. Dealer consignment, Rentals, Off/Lease & Repo units featuring: Avis/Budget Group, Donlen, R/S Centrix, Citizens Bank, Enterprise Rent-A-Car, GM, Harris Bank, Fleet Lease Disposal, Southgate Leasing, Motor City Co-Op, Credit Union, National City Bank, Oxford Bank, Eastern Fleet Remarketing, Remarketing Solutions, Republic Bank, SST, VRCG Inc, E&A Credit Union, Oakland County, Sutton Leasing, United Bay Credit Union, Vanguard-National/Alamao, Yark Leasing and many more...GM Factory Sale- 9:00 a.m. alternating Wednesdays, GMAC Open SaleEvery Wednesday at 9:00 a.m.

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MANHEIM’S D E T R O I T AU TO AU C T I O N , I N C . 600 Will Carleton Road Carleton, MI 48117 General Manager: Asst. GM. Admin: Asst. GM. Ops: Office Manager: General Sales Manager:

734/654-7100 Fax: 734/654-7164 Jim Elliott Pam Sackey Fred Montero Robin Roberts Dan Stone

2000-2300 total vehicles Every Tuesday 9:00am. Ford Credit, Chrysler Financial Open Sale, General Motors Sponsored Open Sale, Enterprise, RSA First Union, Kia, House Hold, CenterOne Remarketing, Service Solutions and Dealer Trades. Red Carpet Lease Extra Step Sale Exclusively for Ford Lincoln Mercury Dealers as Scheduled. Thursday 10:00am. As-is sale bi monthly on Tuesday at 1pm, import sale once a month, TRA Sale twice per month, Honda twice per month, Toyota every Tuesday, along with all 12 lanes offering simulcast 3.0. Alternating General Motors and DaimlerChrysler. Complete state-ofthe-art recon, paint/ body and mechanical shops on site. Transportation available, 24 hour security and gate check-out. SUPERIOR CUSTOMER SERVICE!

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M I N N E S O TA ABC MINNEAPOLIS, LLC 18270 Territorial Road Dayton, MN 55369 763/428-8777 Toll Free: 888/255-8777 Fax: 763/428-6906 www.auctionbroadcasting.com Managing Partner: Managing Partner: Fleet Manager: Dealer Sales: Office Manager:

Jay Fahrendorff Chuck Eck Todd Devries Sam Rambow Joni Linn

Tuesday 10:00am. Featuring: Honda Financial Services, Hyundai Motor America, American Suzuki, GE Remarketing, WFS Financial, Wheels Inc., PHH, Credit Acceptance VRS, Triad Financial, Marketwise Solutions, LeasePlan USA, Enterprise RAC, World Omni/CenterOne, Mike Albert Leasing.

MANHEIM’S MINNEAPOLIS AUTO AUCTION 8001 Jefferson Highway P.O. Box 408 Maple Grove, MN 55369

19865 Telegraph Rd. Romulus, MI 48174

General Manager: Ass’t General Manager: Operations Manager: Institutional Manager:

Jeff Karpinski Michael Haddon Michael Giordano Dawn Howard

Special Services: Recon Services, Transportation. Floor Plans Available Special Sellers: DFCU Financial, Monroe Bank & Trust, American 1 Credit Union. Michigan First Credit Union, Kellogg Community Federal CU, Society of St Vincent DePaul, Purple Heart Car Donation Program, Car Program LLC Driving directions: Go to www.greaterdetroitautoauction.com for complete driving directions

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M A N H E I M ’S N O RT H STA R AUTO AUCTION INC. 4908 Valley Industrial Blvd. North Shakopee, MN 55379 952/445-5544 888/445-2277 Fax: 952/445-6773 General Manager: Sales Manager: F/L Manager: Factory Manager: Office Manager:

Jerry Aman Sue Samuelson Rod Dubbe Charlie Morse Debbie Heinz

Bi-weekly General Motors Factory Sale Tuesday 10:00am. Monthly on Wednesday @ 4pm-$4000 and under. Thursday 9:00am. (featuring over 1500 units weekly) Consignment. Fleet/Lease: A Macfrugal/Thrifty, AMI, ARI, Avis RAC, Discount Car & Truck Rental, Donlen, E-Trade, Emkay, Enterprise, Executive Fleet Services, Farm Credit Leasing, Fleet Lease Disposal, Ford Motor Credit, GE Capital, GMAC, GSA, GTB, Hertz Corp, IFM, Key Bank, Kia, M&I Bank, MoI Bank, Marketwise, National Car Rental, Northeast Auto Import, PH&H, RSA, Remarketing Solutions, SST, Saxon Leasing, U.S. Bancorp, U-haul, Wells Fargo plus many more. 8 lanes, 24 hour Security, Covered Parking for 900+ cars, Unlimited Pick-up and Delivery, State-of-the-art Reconditioning Facility, Corporate Hotel Rates, Fax-onDemand (888) 800-5754. Airport Pickup.

800/622-7653 763/425-7653 Fax: 763/493-0310 (Main) Fax: 763/425-5914 (Factory) http://www.minneapolisautoauction.com

GREATER DETROIT AUTO AUCTION 734/479-4360 Fax: 734/479-4370 www.greaterdetroitautoauction.com

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MICHIGAN - MINNESOTA

N I A D A

M A N H E I M ’S M E T RO D E T RO I T 29500 Gateway Dr. Flat Rock, Mi 48134 General Manager : Auction Manager: Comericial Accounts: F/L Manager: Ford Trustmark Mgr.:

800/242-6322 John Olejniczak Joe Maltese Belinda Rutherford Linda Spathelf Mathew Southwell

Thursdays @ 9:00. 2000-3000 total vehicles every Thursday. Ford Credit, Primus, Mazda Factory, Chase, Hertz, 5/3 Bank DTAG, Enterprise, GTB, VRS, Dealer Consignment, Jaguar, Land Rover, Volvo, Coca-Cola. Ford Factory alternating Wednesdays for Ford Lincoln Mercury dealers only. @10:00am. AsIs sale the 1st Thursday of every month. 24 hour Security.

General Manager: Asst. General Manager: Asst. General Manager: Dealer Sales Manager: Body Shop Manager: Mechanic Shop Manager:

Scott F. Keener Jon Eisenmann Carter Theissen Tom Farnsworth Ryan Benjamin Bruce Studer

Sale Dates: Tuesday @ 1pm-THUNDER $5000 and under. Wednesday @ 9am-3000+ units weekly. Weekly Damaged & Disabled Sale Tuesday @ 12:30pm. Dealer Consignment Wednesday @ 9:45am; DaimlerChrysler Sponsored Auction Tuesday @ 10:00am bi-weekly. Ford Sponsored Auction Thursday @ 10:00am bi-weekly; Heavy Equipment Sale on 2nd Wednesday @ 1:00 pm; Powersports Sale on 4th Wednesday @ 1:00 pm Flt/Lse features: Alamo, ARS, Automotive Rental, Inc., Avis/Budget, RAC, Bank One, Budget RAC, Chase, DaimlerChrysler Services, Dollar RAC, Enterprise RAC, Fairlane Credit, First Star Bank, Ford Credit, HSBC, Household Financial, Mazda, Mitsubishi Motor Sales, Primus Automotive Financial Services, Provident Leasing, Thrifty RAC, ULTEA Leasing, Wells Fargo Bank, Wells Fargo Financial, plus many more. Complete Recon Center & Mechanic Shop on site, 12 lanes, Corp. Hotel Rates & airport pick-up. Manheim Technology Programs.

M I D - S TAT E AUTO AUCTIOIN 100 Bach Avenue P.O. Box 100 New York Mills, MN 56567 218/385-3777 Toll Free: 800/458-5506 Fax: 218/385-3232 www.msaanym.com msaanym@arvig.net CEO & Manager: Robert E. Thompson President & Manager: Robin R. Thompson Transportation Manager: Wendy Windels Office Manager: Jeanne Roggenkamp Consignment Sale - Four Lanes - Friday 10:30am.

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www.usedcardealermagazine.com

USED CAR DEALER MAGAZINE

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MISSISSIPPI - NEW JERSEY

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7510 U. S. Highway 49 North Hattiesburg, MS 39401 601/268-7550 Fax 601/579-7202 www.missautoauction.com General Manager: Assistant General Manager: Assistant General Manager: General Sales Manager: Fleet/Lease Manager:

Judy Taylor Angie Lee Dan Gammill Homer Bradley Jim Berry

Monday @ 4:00 PM CST

Monday @ 5:00pm CST - Monday Nite Consignment. Wednesday @ 10:00am CST Alternating Wednesday (CLOSED) Ford Sponsored Auction and GM Sponsored Auction. Thursday @ 9:00am CST (5 LANES). Ford Credit/Primus, Fairlane Credit, GM-GMAC Marketing, Nuvell. Fleet/Lease featuring: CitiFinancial Auto, Americredit, Donlen, GE Remarketing, Avis RAC, Enterprise RAC, Fleet Lease Disposal and Dealer Consignments. New state of the art recondition facility: Paint/body & mechanical, Chip Wizard, Dent Wizard.

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K A N SA S

General Manager: Asst General Manager: F/L Manager: Sales Manager: Marketing Manager:

601/956-2700 Fax: 601/956-5603 jrea@rbmsa.com www.rbmsa.com FOD: 888/515-8580

Owners:

John Rea, Jimmy Rea and Kenny Rea F/L Manager: Spence Couch Sales Manager: Steve Van Internet Sales: Cyberlot Todd Rea Simulcast Glyn Morden Every Tuesday Sale at 10:00am. 6-actionpacked lanes in new state-of-the-art facility, featuring weekly Fleet, Lease,Bank Repo and Consignment Sale. Monthly GSA and State surplus sale on 1st Thursday. Regularly scheduled GTB, Nissan Motor Acceptance Corporation, and Nissan Factory Sales. Major fleet/lease accounts and units from top local new car stores.

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Harold Chapman Rob Schritenthal Cindy Kuhn Bob Breedlove Dena Hobbs

Tuesdays Dealer Consignment - 9:30am. Wednesdays - 10:00am. GM Factory (alternating weeks) DaimlerChrysler (alternating weeks) Thursdays Night Sale - 6:30pm. Featuring: AmeriCredit, ARS, Avis Budget Group, CapitalOne, Chase, Chrysler Financial, DaimlerChrysler – Factory, Donlen, Drive Financial, DTG Operations, Enterprise RAC , General Motors, GMAC, Honda Remarketing, Hyundai, Nuvell Financial Services, PAR North America, Wachovia Dealer Services and Wheels Inc.

A D E SA AU TO

ST. LO U I S AU C T I O N 636/475-9311 Fax: 636/475-9194 Toll-Free: 877/475-9312 dawn.gllson@adesa.com www.adesa.com/stlouis

General Manager: Dealer Consignment Mgr.: F/L Manager:

D.J. Adams Paula Anderson Cheryl Cole

Wednesdays-Consignment & F/L - 9:30am. Boat & RV Sales - 9:00am (Monthly 2nd Wednesday) Featuring: Commerce Bank, Drive Financial, Eastern Fleet Remarketing, Emkay, Enterprise RAC and PAR North America.

M A N H E I M ’S S T. LO U I S AUTO AUCTION 13813 St. Charles Rock Road Bridgeton, MO 63044 314/298-3366 800/533-5414 Fax: 314/298-2166 www.manheim.com General Manager: Asst. General Manager: Sales Manager:

Mike Goodsell John Kurland Chuck Wickley

Consignment Sale Tuesday 9:00am. Ford Credit, GMAC, Chrysler Financial, Mazda Primus, CAC, Avis, Thrifty, National, Fleet Max, Total Resource, World Omni, Enterprise and other Banks and Financial institutions.Exotic Hi-Line Sale: Every 4th Wednesday Jaguar, Mercedes Benz Financial, Land Rover. Factory Sales DaimlerChrysler: Every other Wednesday. Ford and GM: Every other Thursday.

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M O N TA N A

NEW HAMPSHIRE

AU TO AU C T I O N A SS O C I AT E S O F M O N TA N A

AU TO AU C T I O N O F N E W E N G L A N D 8 Action Boulevard Londonderry, NH 03053 603/437-5700 Fax: 603/437-5800 www.aane.com www.autoims.com

P.O. Box 1433 Billings, MT 59103 Owner: Owner: General Manager: F/L Manager: Operations/Sales:

406/252-6332 Fax: 406/252/8126 Spencer Griffin Jeannie Griffin Terry Scheets Mark Michaelson Jake Guertsch

Regular Consignment: Every Wednesday 9:30am. Ford Factory: Once a month Tuesday 9:00am. Ford Motor Credit: Bi-weekly Wednesday 9:00am. GSA: Once a month Wednesday or Thursday 10:00am. Ford Factory & GSA viewed on online ringman every sale.

NEBRASKA

Main Contact:

1657 Old Whitfield Road Pearl, MS 39288-7509

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101 Southwest Oldham Pkwy Lee’s Summit, MO 64081 816/525-1100 www.adesa.com/kansascity

7858 Highway 61-67 Barnhart, MO 63012

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MISSOURI

MISSISSIPPI MANHEIM’S MISSISSIPPI AUTO AUCTION INC.

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President: William P. DeLuca III Dave Blake General Manager: Fleet/Lease Director: Bill Hoover Michele Pierog Dealer Relations: Dealer Registration: Jessica Eshleman Sales & Marketing Team: Michele Pierog Jim How, Katie Karl, Donna Olsen Consignment Sale Thursday 10:00am. Fleet/Lease Thursday 10:00am. Inoperable Sale Thursday 9:30am. Featuring over 1300 vehicles in 6 Lanes, 24 hour secured site with 24 hour check-out service. Full Reconditioning, Complete Transportation and Professional Mechanical Services available. Regularly updated available for sale lists at www.aane.com. "AANE Live! Powered by AWG". Auto Auction of New England is the place to be on Thursday!

M A N H E I M ’S O M A H A AU TO AU C T I O N 9201 S. 144th Street Omaha, NE 68138 General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: Recon Manager: Dealer Sales Manager:

402/896-8000 800/218-4192 Fax: 402/896-6758 Todd Pfeifer Nicole Graham Korey Grell Eric VanderMaten Dennis Webste Dave Lafleur

Regular Sales Every Thursday 9:30am. GM Every other Tuesday 10:00am., 47 acre facility, 8 auction lanes, complete reconditioning facilities. Consignment: Featuring over 1800 units weekly. TRA every week 8:45am. Fleet/Lease: American National Bank, AmeriCredit, ARI, Avis RAC, Bank of America, Bank of Nebraska, Bank One, Budget RAC, Commercial Federal Bank, Cox Cable Fleet, Credit Acceptance Corp., Emkay, Enterprise RAC, Dollar RAC, Felco Auto Lease, Fifth Third Bank, First National Bank, First Federal Lincoln Bank, Firstar, Ford Motor Credit, Fleet Lease Disposal, GeCal, GE Fleet Services, GSA, GMAC, Hertz RAC, Nuvell, PHH, Primus, Remarketing Solutions, RSA, Security National, Thrifty RAC, Triad Financial, UB Vehicle Leasing, Union Acceptance, Wells Fargo, WFS Financial, Wheels Inc., World Omni.

C A P I TA L AU TO AU C T I O N 190 Londonderry Turnpike Manchester, NH 03104 603/622-9058 www.capitalautoauction.com nh@capitalautoauction.com Manager:

George Frey

Sales every Saturday 11am. Internet auction every week 2pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

NEW JERSEY A D E SA

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J E R S E Y

200 N. Main Street Manville, NJ 08835

908/725-2200 Fax: 908/725-3446 www.adesa.com/newjersey

General Manager: Asst General Manager: Sales Manager: F/L Sales Manager: F/L Manager:

Dave Carlucci Barry Fabricant Rich Quake Tina Carfaro Gio Rastelli

Tuesdays-Top of the Line Sale - 9:30am (1,700 units) Monthly. Wednesdays -GM Factory Sale - 1:00pm (Alternating weeks) Thursdays-Large Dealer Consignment Sale 9:30am (2,000 units) Toyota, GMAC, Fleet/Lease. Featuring: AmeriCredit, Avis Budget Group, CapitalOne Auto Finance, Chase, Drive Financial, DTG Operations, Donlen, Enterprise RAC, GMAC , GM Factory, Hertz RAC, Mercedes-Benz Financial, Mercedes-Benz USA, Porsche FS, SAAB FSC, Toyota Financial Services, Vanguard Alamo/National, VCI/Audi Financial, Wheels Inc. and World Omni/CenterOne.


NEW JERSEY - NORTH CAROLINA

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M A N H E I M ’S S KY L I N E AU TO E XC H A N G E 100 Route 46 Fairfield, NJ 07004

973/227-0100 800/UBID-NOW Fax: 973/227-2604

General Manager: Asst. General Manager: Dealer Sales Manager: F/L Manager:

Austin McBride Gerard Bernardi Tom Bergeron Jody Fitzpatrick

“Your Business is Our Business” Every Tuesday: 9:00am. Every Thursday @ 7:00pm. TRA Sale every other Thursday@ 6:00pm. HSBC, Wheels, Enterprise RAC, ARI, Chase, Emkay, Valley National Bank, Lend Lease, PHH and many more!

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MANHEIM’S NEWBURGH AUTO AUCTION 2000 Dealer Drive; P.O. Box 10900 Newburgh, NY 12550 845/567-8400 Toll Free: 800/671-0992 Fax: 845/567-8410 Vehicle Registration: 800/BID-SELL FOD: 800/375-2734 General Manager: Asst. General Managers:

Joe Migneco Paul Kloeblen, Scott Florio Fleet/Lease Contact: Trevor Warner 16 lane facility, full body, paint & reconditioning center. Ford Sale Monthly @ 9:00 am. Sale Every Other Wednesday @ 9:00 am. TRA & Heavy Truck Sale once per month. Featuring: Ford, Budget Truck, American Honda, GMAC, Coke Cola, Enterprise, GE Remarketing, GSA, Kia, LeasePlan, Lowes, Manheim Certified, M&T Bank, Primus, Remarketing Solutions, SouthTrust Bank, U-haul, United States Postal Service, and Wells Fargo

NEW YORK A D E SA

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T R I -STAT E AU TO AU C T I O N “We’re Here to Serve You!” Route 31 Cicero, NY 13039 315/699-2792 888/670.0007 Fax: 315/699-9620 www.tristateaa.com President: General Manager: Asst. General Manager: F/L Manager: National Acct Manager:

Elliott Meltzer David Taylor Melvin Tyrrell David Africa Sharon Loguidice

Fleet/Lease & Dealer Consignment Sale Every Wednesday 3:00pm. Featuring: Chrysler Financial, AmeriCredit, PHH Arval, Community Bank, N.A CitiFinancial Auto, NBT Bank, Donlen Corp., Emkay, Inc., Partners Trust Bank, CFCU Community Credit Union, Key Bank, Enterprise, U-Haul, Budget Rent-A-Car & more! Alternate Wednesdays 10:00am: DaimlerChrysler Factory Sale Monthly Sales: Marine/RV, GSA & Bank Repo-VRS, Specialty Sales. OnLine Buying Every Sale - Proxy Bidding -On-site transportation. On-site flooring planning. Celebrating 30 years in business!

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G R E E N S B O RO AU TO AU C T I O N I N C . 3907 West Wendover Avenue Greensboro, North Carolina 27407 336/299-7777 Fax: 336/854-2689 www.greensboroaa.com Owner: General Manager: Asst. General Manager: Fleet Manager: Fleet Manager: Marketing Manager: National Sales Manager:

Dean Green Jerry Barker Kim Joyce Tom Nelson Larry Hamill Chrissy Connor Glen Vick

Consignment/Fleet Sale 9:00am every Wednesday. Featuring: Ford Motor Credit, Red Carpet Lease, Mazda, Primus, DaimlerChrysler Financial, Bank of America, Hyundai, Budget, DollarThrifty Automotive Group, Enterprise, Consumer Finance, & many more. Salvage Sale Every Other Wednesday @ 8:30am. Factory Sales 10am. Every Thursday. Featuring: Ford Factory, DaimlerChrysler Factory. Monthly Factory Sales: Mitsubishi, Hyundai, KIA, Subaru. Ford Internet Auctions Every Tuesday. DaimlerChrysler, Mitsubishi, Hyundai On Line Buying 24/7. *On-Site Transportation* On-Site Floor Planning.*

B U F FA LO

12200 Main Street Akron, NY 14001

716/542-3300 Fax: 716/542-3547 www.adesa.com

General Manager: Warren Clauss Assistant General Manager: Nancy LaTona F/L Manager: Bob Rice Marketing Manager: Joanne Yanulevich Mondays Ford Factory - 10:00am. Tuesdays- Consignment - 9:00am. RV Sale (2nd Tues of the month) Wednesdays ADESA IMPACT - 1:30pm. Featuring: ARS, Avis Budget Group, CapitalOne Auto Finance, Chase, Drive Financial, Enterprise RAC , Ford Credit, Ford Factory, HSBC, M&T Bank, National City, RSA, Vanguard Alamo/National, VRS/Credit Acceptance and Wachovia Dealer Services.

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Rte. 146, P.O. Box 440 Clifton Park, NY 12065

518/371-7500 Fax: 518/371-7510 www.northwayexchange.com

General Manager: General Manager: F/L Manager: Commercial Sales: Sales Manager: Marketing Manager:

Mike Cesta Jay Waterman Karen Gage-Ellsworth Joel Quay Steve Soprano Lucy Walsh

Fleet-Lease Sale Every Thursday 9:30am. Major Lease Company Participation. Dealer Consignment Sale 9:30am. Eight Lanes Average Consignments: 1300 Vehicles. Join Us in the Lanes or on Simulcast at www.manheim.com.

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425 Patchogue Yaphank Road (CR 101) Yaphank, NY 11980 631/205-5000 Toll-Free: 877-ADESALI www.adesa.com/longisland General Manager: F/L Manager: Marketing Manager & Dealer Sales Manager: Sales Manager:

M A N H E I M ’ S N O R T H W AY EXCHANGE AUTO AUCTION

Noel Nixon Rich Spencer Anthony Salerno John Pedrotti

Fridays Consignment & F/L - 9:30am. Featuring: ARI, Atlantic Mill Group, Honda Financial Services, PAR North America, VRS/Credit Acceptance and Wheels Inc.

STAT E L I N E AU TO AU C T I O N P.O. Box 351 Waverly NY 14892

607/565-8151 Fax: 607/565-8659 www.statelineauto.com

President Jeff Barber General Manager: Jim Horton F/L Manager: Jim Horton Vehicle & Dealer Registration Connie Foley Sales Manager Jim Terwilliger GM Factory sale every other Thursday - 10am. Consignment sale every Friday at 9:30 am with 8 selling lanes, including GMAC, Fleet/Lease & Repo Sales featuring: General Motors, Wachovia Dealer Services, Wheels, ARI, Enterprise Rent-A-Car, Fleet Solutions, Center One, U-Haul and many local banks and credit unions. Dealer registration is easy with Auction Access. Join us every week in person or by using OnLine RingMan.

www.usedcardealermagazine.com

NORTH CAROLINA A D E SA

C H A R LOT T E

11600 Fruehauf Drive Charlotte, NC 28273

704/587-7653 Fax: 704/587-9831 www.adesa.com/charlotte

General Manager: Asst General Manager: Fleet/Lease Manager: Dealer Consignment Mgr.: Marketing Manager:

Joe Guyer Brent Busby Larry Hammill Elaine Hamilton Penny Onley

Monday-Chase Interactive Internet Sale 12:30pm - 1:30pm. DealerBlock. CitiFinancial 9:00am-4:00pm. AmeriCredit 12:00pm-3:00pm (All consignors available on LiveBlock) Thursday-TLC Sale - 8:30am. Fleet Lease - 9:15am. Dealer Consignment 10:00am. Friday- DealerBlock. World Omni/CenterOne 12:00pm-2:00pm. Honda “Buy Now” 24/7. Featuring: Acura Remarketing, AmeriCredit, C & F Finance, CapitalOne Auto Finance, Chase, CitiFinancial Auto, Cornerstone Acceptance, Donlen, Drive Financial, DriveTime, Emkay, Goodwill Industries, Hendrick Automotive Group, Honda Remarketing, NMAC, Nuvell, PAR North America, The Salvation Army, Sonic Automotive, VRS/Credit Acceptance, Wachovia Dealer Services and World Omni/CenterOne.

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M A N H E I M ’S AYC O C K AU TO AU C T I O N I-95 South Bagley Road, Exit 105 P.O. Box 760 Kenly, North Carolina 27542 919/284-4052 Fax: 919/284-3629 www.aycockautoauction.com General Manager: Asst. General Manager: F/L Manager: Dealer Sales Manager: Recon Manager: Mechanic Shop Manager:

Ellie Johnson Joey Hughes Drew Starling Cad Wilkinson Todd Richardson Stephen Denton

Monday at 9:30 Fleet/Lease Lanes feature CitiFinancial Auto, HSBC, Centrix/ Remarketing Solutions, BB&T and Regional Acceptance. In addition, we offer 6 lanes of quality Dealer Consignment vehicles also at 9:30. Seven lanes available online via Simulcast at www.manheim.com. TRA Salvage/Inop every 1st and 3rd Monday at 9am, also via Simulcast. Complete transportation services, Reconditioning, Mechanical and Paint/Body services available on site.

AU C T I O N

Hwy. 601 North of Salisbury P.O. Box 1018 Cooleemee, NC 27014 336/284-4080 Fax: 336/284-6455 6 Lane Auction Every Wednesday @ 6:00pm. Great Dealer Consignment & Franchised Dealer trade-ins Every Week. AFC Floorplanning available. Contact: Fred O. Ellis, Fred O. Ellis, Jr. or Barbara Green. “Personal Service Always”.

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OHIO - OKLAHOMA

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OHIO A D E SA C I N C I N N AT I / DAY T O N 4400 William C. Good Blvd. P.O. Box 636 Franklin, OH 45005 937/746-4000 Fax: 937/746-1140 www.adesa.com/cincinnati General Manager: Harold Varvel, Jr. Asst General Manager: Ron Johnson Jason Habersteroh F/L Manager: Specialty/Consignment Mgr.: Lisa Staub Jay Smith Marketing Manager: Tuesdays-Public Repo Sale - 9:30am. Featuring ADESA LiveBlock. Consignment & F/L - 10:30am. Nissan Motor Acceptance Corporation Sale (Monthly) Float Sale (Monthly) Fridays - 9:30am (Monthly) Queen City Sale, Tow Vehicle Video Sale, Dealers Wholesale, Donated, Boat & RV Sale. Featuring: Bank of America, Car Corner Financial, Chase, CitiFinancial Auto, Donlen , Emkay, Enterprise RAC, E*Trade, Fifth Third Bank, First Financial Bank, GE Remarketing, Huntington Bank, Key Bank, National Bank & Trust, National City Bank, NMAC, SST, US Bank, World Omni/Center One and Wheels Inc.

A D E SA C L E V E L A N D 210 E. Twinsburg Road Northfield, OH 44067 330/467-8280 800/686-5420 www.adesa.com/cleveland General Manager: Colleen Parks Consignment Manager: John Hogsett F/L Manager: Jason Layne Operations Manager: Frank Birkas Recon Manager: Greg Page Thursday Repo (Public Sale) - 8:30am. Consignment & F/L - 10:00am. LiveBlock 8:30 & 10:00am. Featuring: Auto Loan, ADESA Impact, DriveTime, DTG Operations, Emkay, Enterprise RAC (Seasonal), Fifth Third, Fleet Lease Disposal, Marquette Consumer Finance, PAR North America, RSA and Wachovia Dealer Services.

C O LU M B U S FA I R AU TO AU C T I O N 4700 Groveport Road Obetz, Ohio 43207 614/497-2000 Fax: 614/497-1132 www.cfaa.com www.independentdealer.com Chairman: Alexis Jacobs CEO: Keith Whann COO: Denny Heller VP Oper: Tim Maddy VP Sales/Mktg: Jeff Aisel Every Wednesday at 9:00am with 11 lanes. Lease Sale: ANC Rental Corp, ARI, Chase, DTAG, Enterprise, GMAC, Huntington, National City Bank, Emkay, Donlen, GE Fleet Services, Budget Truck, Honda Financial Services, Barco Truck & many more. Factory Sales on Tuesday at 10:00am; General Motors, KIA and Subaru. Every Tuesday: Repossession Sale at noon with 1st Investors, AHFC, AmeriCredit, Auto Now, GMAC, Huntington, Nicholas Financial, Nuvell, SST Systems & Telhio, Triad, CitiFinancial, Drive Financialand Centrix. Mechanical Shop, 56,000 square foot Body Shop, Reconditioning Shop and Transportation on Site. 24 Hour guarded pick-up and delivery. “Independently Owned and Operated”. Factory Sale Open Hyundai on Wednesday, Kia & Saab.

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G R E AT E R C L E V E L A N D AU TO AU C T I O N 5801 Engle Road Cleveland, OH 44142 Phone 216/433-7777 Fax 216/676-4200 Toll Free 800/929-4222 Patrick Morsillo President: Vice President: Mike Morsillo General/Fleet Lease Manager: Ryan Farley Office Manager: Kathy Gallagher Facility Manager: Mike Worthington Internet Sale: Thursday 2:00pm Repo Sale: Friday 10:00am Lease Sale: Friday 12:00pm Dealer Sale: Friday 12:00pm Reconditioning Facilities. Full Mechanical Services. Unlimited Transportation Pick-Up. AutoIMS.com service available. Featuring: US Bank, Centrix Financial, Systems & Services Technologies (SST), First Merit Bank, Wells Fargo, Remarketing Services of America, Remarketing Solutions, PAR North America, United Auto Credit Corp., United Acceptance Inc., Rivers Edge Investment, Huntington Bank, CNAC, JD Byrider, Lance Acceptance, and Central Asset Remarketing Services. Services Include: *NEW* VB2.com offsite dealer sale, *NEW* Automated tow lane sale, Brand New State of the Art 6 lane facility, AFC and DSC floor planning, on-site detail and transportation department, in-house title service, and a Full Restaurant. Just minutes from I-71, I90, I-480 and the Cleveland Hopkins Int’l Airport. Serving the Greater Cleveland Area since 1959. Visit us on the web www.gcaacars.com.

M A N H E I M C I N C I N N AT I AU TO AU C T I O N 4969 Muhlhauser Road Cincinnati, OH 45011 General Manager: Asst. General Manager.: Transportation Manager: Manheim Automotive Financial Services:

513/874-9310 Fax: 513/874-4610 www.cincyaa.com Victor Ferlaino Terri Duncan Pam Smith Susan Larkins

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OKLAHOMA A D E SA 16015 E. Admiral Pl. Tulsa, OK 74116

T U L SA 918/437-9044 Fax: 918/234-9326 www.adesa.com/tulsa

General Manager: Brian Gildehaus Doug Childress F/L Manager: General Sales Manager: Troy Walden Marketing Manager: Joetta Christopherson Operations/Recon Manager: Herb Guimond Fridays-F/L, Franchise Trades, Dealer Consignment - 9:30am. In-Op - 9:00am (1st & 3rd Friday of each month) Littleton Motor Co: 30+ (Every Friday) CapitalOne: 75+ (Every 1st & 3rd Friday) Chase: 75+ (Every 2nd & 4th Friday) Boat & RV Sale that is on the last Friday of each month starting at 9:00am. Oklahoma Sonic Business sealed bid sale beginning Monday's at 9am and ending on Wednesday's at 3pm. Featuring: Bank of America, CapitalOne Auto Finance, Center One Remarketing, Chase, Drive Financial, DriveTime, Enterprise RAC, Toyota Financial, Services (Fleet) and Wachovia Dealer Services.

D E A L E R S AU TO AU C T I O N 1028 S. Portland Oklahoma City, OK 73108 405/947-2886 Fax: 405/943-8370 www.daaokc.com Owner/President: General Manager: F/L Manager: Factory Manager:

Gary Smith Bruce Beam Mike Egdahl Bob Crow

Consignment Sale – Thursdays, 8:30am Featuring: Ford Credit, GMAC, Enterprise, AmeriCredit, Auto Advantage, CitiFinancial, Hertz Carco, Regional Acceptance, RSA, RS/Flatiron, LK Auto Remarketing, R.B. Leasing, W.M. Sales and Leasing, Bank Repos, Bob Howard Auto Group, Bob Moore Auto Group, David Stanley Auto Group, Joe Cooper Auto Group and many more. INOP Sale every week, Highline, Import and Special Interest sale first Thursday montly. GM Sponsored Factory Sale – Tuesdays, 10:00am. Online purchasing available through OnLine Ringman. Auction Access accepted. A proud member of www.auctionpipeline.com. Full service Recon Facility (Paint/Body, Mechanical, Detail).

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MANHEIM OKLAHOMA CITY Manheim's Oklahoma City 5005 S I35 Oklahoma City, Oklahoma 73129 503/286-3000 866/920-6552 405/606-2800 General Manager: Auction Manager: MAFS Manager: National Accounts:

Barry Roop Wayne Carey John McNitt Ron Howell

Sale every Tuesday 10am 500 units in 4 lanes. Featuring: Capps Rent A Car, Avis / Budget, Finance Point, 1st National Bank. Along with a wide representation of New Car Stores. Simulcast running in all lanes. Come discover Manheim's Oklahoma City.

O K L A H O M A AU TO E XC H A N G E 2728 SW 25TH Street Oklahoma City, OK 73108 (405)680-8660 (405)680-9020 FAX www.okaex.com General Manager: Office Manager: Transportation Manager: Titles: Customer Service:

Mike Clopton Karen Potts Dusty Adams Gloria Suggs Bonnie Martinez

Consignment Sale Wednesday – 10:00am Featuring: Lease Plan USA, Mike Albert Leasing, Automotive Solutions, Auto Finance, Tinker FCU, Samson Oil, Bank of Okla., and many New Car Trades. 3 Lanes with 650-700 Vehicles per sale. GSA Sales Every Month. Recon and Mechanic Facilities available. “If We Don’t Serve You, We Don’t Deserve You”

6 lane sale every Thursday. Repo sale starts at 9:00am and Dealer sale starts at 10:00am.

FEBRUARY 2008

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OREGON B RA S H E R ’S C A S C A D E AU TO AU C T I O N 23585 NE Sandy Blvd. Wood Village (Portland), OR 97060 503/492-9200 Fax: 503-492-0115 www.brasherscascade.com General Manager: General Sales Manager: Institutional Sales Mgr.:

Jerry Hinton Rob Wassom Bobby Sylvester

Thursdays at 9:00 am. GSA sales monthly as scheduled. Public auto auction weekly on Friday or Saturday as scheduled. Weekly Thursday auctions feature: VW Credit, Audi Financial Services, Honda Financial Services, Acura Financial Services, Hertz Rent-A-Car, Wachovia Dealer Services, Reliable Credit, Donlen, Fed Lease, Lighthouse Financial, Flexco, Columbia Credit Union, United Auto Credit, Enterprise Rent A Car, On-point Community Credit Union, Drive Servicing LLC, 1st Investors, First Tech Credit Union, Remarketing Solutions, US Bank, Westlake Financial Services, Western Funding, American General, Mike Albert Ltd., GSA, and others. Brasher’s Auto Auction is a full-service auction featuring 8 selling lanes.

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M ANHEIM PORTLAND AUTO AUCTION 3000 N Hayden Island Drive Portland, OR 97217 503/286-3000 Fax: 503/286-3899 www.portlandaa.com General Manager: Assistant General Manager: Fleet/Lease Manager: Dealer Sales Manager:

Jim Mumford Lori Pidgeon Jeri Miranda Casey Holyk

TUESDAY SALE • Virtual Sale-8: 30am • Fleet / Lease-9:00am • Dealer Consignment-9:30am WEDNESDAY SALE • GM Closed Factory-9:00am alternating Wednesdays Accounts: Bank of America, Citifinancial, AmeriCredit, GMAC, ARI, Wheels, Wells Fargo, Fireside Enterprise, Hertz, DTAG, Franklin Capitol, Avis/Budget Group, Credit Concepts, OCCU, First Tech CC, Lithia, Lanphere Group, Royal Moore Auto Group., and Many More! Featuring: 8 Lanes, On-Site State of the Art Detail, Mechanic & Body Shops, Full Service Facility. MAFS Gold Room.Manheim Certified Speciality Sale every Tuesday at 9:00 of each month, including boats, RV’s, motorcycles and Powersport vehicles.

P E N N S Y LVA N I A B RA S H E R ’S N O RT H W E ST AU TO AU C T I O N 90485 Auction Way Eugene, OR 97402

800/905-3901 Fax: 541/689-6049 www.brashersnorthwest.com

General Manager: General Sales Manager: Fleet/Lease Manager: Office Manager: Dealer Finance Manager: Reconditioning Manager:

Lisa Larkin Mark Melton Ben Brasher Darla Shedeck Karen Hoover Ron Steury

Regular consignment sale every Wednesday at 9:30 a.m. RV Sales every 2nd and 4th Wednesdays monthly. Featuring 8 lanes, Bank of America, ARI, Bank of the West, Capital One Auto Finance, Wachovia Dealer Services, RSA, GE Money, Wells Fargo, Key Bank, Kendall Auto Group, Hertz Car Sales.

A D E SA 758 Franklin Rd. Mercer, PA 16137

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C E N T R A L P E N N S Y LVA N I A AUTO AUCTION Exit 178 Off I-80 Lock Haven, PA 17745 800/248-8026 570/726-4300 Fax: 570/726-7841 www.cpaautoauction.com CEO/President: C. Grant Miller COO/Vice President: Doug Miller General Manager: Tim Keohane Transport./Recon. Manager: Bill Nelmond Fleet/Lease: Shanan Miller Thursday 10:00am - 5 Lane Selling Featuring: American Investment Financial, Bay Country Fleet Services, Enterprise Rent-A-Car, 1st Commonwealth Bank, M&T Bank, PENRAC Inc., Sun Bank, Plus Other Lease and Bank Repo Consignments. Verizon Utility Sale Every 3rd Thursday. Damaged/Inoperable Sale as Scheduled.

C O R RY AU TO D E A L E R S E XC H A N G E 12141 Route 6 P.O. Box 317 Corry, PA 16407-0317 800/776-0411 Fax: 814/664-7724 www.corryade.com President/CEO: Merle E. Swift VP/COO, General Manager: Tim E. Swift Sales Manager: Tad Swift Fleet/Lease Manager: Stacey Nord Sale Day: Thursday 11:00am Wheels Inc., ARI, PHH-ARVAL, FNB Consumer Discount, Fleet Lease Disposal.

P I T TS B U RG H 724/662-4500 www.adesa.com/pittsburgh

General Manager: Ric Hanson Assistant General Manager & General Sales Manager: John Desimone F/L Manager: Sharon White Marketing Manager: Christina Turlij Recon Manager: Alan Dumbroski Fridays Consignment & F/L - 9:00am. Heavy Duty Truck - 10:00am (As announced on Tuesdays) Featuring: CapitalOne Auto Finance, Center One, Donlen, DriveFinancial, Enterprise RAC, First National Bank, Hyundai, Key Bank, PAR North America, PNC, Sky Bank, VRS/Credit Acceptance.

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MANHEIM PHILADELPHIA “The Original Chrysler Sale” 2280 Bethlehem Pike 215/822-1935 Hatfield, PA 19440 Fax: 215/822-8140 FOD: 800/822-2453 www.manheim.com General Manager: Charles Pollina Asst. General Manager: Scott Mulligan F/L Manager: Gregg Pachik Marketing Manager: Kathee Book Dealer Sales Manager: Jim Cuce Every Tuesday Open Sale: Fleet/Lease and Dealer Consignment 9:30. Chrysler Financial 10:00. Damaged/Inop Sale every other Tuesday 9:00. Chrysler Motors, LLC Factory sale every other Thursday 9:30. Twilight Sale every Thursday.dinner in the lanes at 5:30, sale at 6:00. GSA and US Marshals government sales. Call for schedule. Shuttle service from Allentown and Philadelphia International Airports. All sales available on Simulcast. Complete Recondition and Mechanical Services on site. MAFS and most other floor plan options available. Featuring Remarketing Solutions, DTG Operations, Enterprise, Wheels, Hertz, Vehicle Remarketing Services, ARI, and many other major Fleet and Lease accounts. Formally known as Hatfield Auto Auction.

MANHEIM PITTSBURGH 21095 Route 19 North Cranberry Township, PA 16066-0211 724/452-5555 Fax: 724/452-1310 www.manheim.com General Manager Jon Schlegel Fleet/Lease Manager Glenn Jacks Dealer Sales Manager Mike Short Online Manager Melissa Robison Marketing Manager Jaime Fryer We offer the BIG 3: Chrysler Motors LLC Factory, Ford Factory and General Motors Factory. Consignment/Lease Sale - Every Wednesday 9:00am. Ford Factory Sale – Select Tuesdays, Once a month, Call for details 10:00am. General Motors Factory Sale Running Every Other Thursday 10:00am. Chrysler Motors LLC - Running on Tuesday Every Other Week 10:00am. As-Is Sale - Every Wednesday: Lease 1:30pm/Dealer 2:00pm. TRA Sale - every other Friday at 9:00am (Drivable & Non Drivable units)

C A P I TA L AU TO AU C T I O N 5135 Bleigh Avenue Philadelphia, PA 19136 215/332-2515 www.capitalautoauction.com pa@capitalautoauction.com Manager:

Gabe Piorko

Sales every Wednesday 4pm and every Saturday 11am. Internet auction every week 4pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

www.usedcardealermagazine.com

USED CAR DEALER MAGAZINE

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PENNSYLVANIA - TENNESSEE

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PADE - P E N N S Y LVA N I A AUTO DEALERS' EXCHANGEH Interstate 83, Exit 28 PO Box 41, York, PA 17405 phone: 717-266-6611 fax: 717-266-7650 Free Market Report: FreeReport@padeauction.com Presale list, Simulcast and information: www.padeauction.com Owner: Jake Hershey Jr. Skip Wolfgang Owner: National Accounts Manager: George Johnson Mike O'Connell Fleet/Lease Manager: Credit Manager: Sharon Guise Independent family auction with 50 years of service excellence. 2400+ Vehicles in 11 lanes every Wednesday. We use "Auction Access." Sell-In-Spot starts at 8:30. Fleet/Lease starts at 9:00am. Dealer Consignments at 9:30. Huge dealer consignments selection every week. FLEET COMPANIES INCLUDE (but not limited to): Budget Trucks, GTB Government Vehicles, Wachovia, CitiFinancial Auto, Dollar Thrifty, Triad, RSA, CPS, PHH, EMKAY, WFS and PA Leasing. Our services include: * Simulcast Sales for Fleet/Lease vehicles at www.padeauction.com * Travel/Hotel incentives for volume buyers. * On-Site PennDOT office. * Reconditioning facility. * Full mechanical service shop. * Transportation * On-Site Finance (PADE Financial Services). * Free coffee and the most delicious donuts you've ever had before the sale. * Same Day Post Sale Inspections. For travel assistance, call Karen at 717-2666611. We're located just up the road from the Harley Davidson factory in beautiful York, PA (and yes, they do free tours). PADE is just 50 minutes north of Baltimore (BWI Airport) and 15 minutes south of Harrisburg (HIA Airport).

RHODE ISLAND O C E A N STAT E AU TO AU C T I O N

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TENNESSEE

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A D E SA K N OX V I L L E 1011 ADESA Parkway Lenoir City, TN 37771 865/988-8000 www.adesa.com/knoxville General Manager: Margaret Howard F/L & Marketing Manager: Paula Willocks Sales Manager: Tim Dalton Tuesdays Night Sale - 5:30pm, Consignment. Fridays Consignment 9:00am. Featuring: AmSouth Bank, CapitalOne Auto Finance, Crescent Bank & Trust, Donlen, Enterprise RAC, First Tennessee Bank, GCB Acceptance, HNB Auto Exchange, Home Federal Bank, Insurance Auto Auction, National City Bank, National Kidney Foundation, , PAR North America, Pepsi , RSA, Sunrise Acceptance, Tennessee Title Loans and Tennessee Valley FCU.

“The Right Choice” P.O. Box 5677 Anderson SC 29623-5677 864-231-7000 Fax: 864-231-7900 www.carolinaautoauction.com Henry & Patty Stanley Owners: General Manager: Tommy Rogers Fleet Lease Manager: Sal Terranova Sales Manager: Michael A. Webb Sales: Every Wednesday 10:00am 1,400 units weekly. Salvage sales every other week, Powersports sale second Wednesday of each month! 70+ Acre Facility with 8 state of the art action packed lanes, conveniently located between Atlanta and Charlotte! Monthly Promotional Sales! 30,000sq. ft. Reconditioning facility and P.D.R. on-site. Featuring: Remarketing Services of America, Triad Financial, Wheels, BB&T, US Bank, Wachovia Dealer Services, ARI,Donlen and many more! All Fleet/Lease units available online.Click on www.carolinaautoauction.com for up to the minute runlists,Market Reports, Online Sales and more!

C H A R L E STO N AU TO AU C T I O N “COUNT ON US” 651 Precast Lane Moncks Corner, SC 29461 843/719-1900 Fax: 843/719-1909 www.charlestonautoauction.net Owner/Managing Partner: Keith Lelux Marketing/Sales Manager: Bo Baxter F/L Manager: Chris Wise E-Commerce Manager: Bill McCready Consignment Sale: Friday @ 10:00am Featuring: Fleet/Lease/Bank & Daily Rental. Pickup and Delivery Service. We Service Fleet and Lease Accounts, Member: ServNet, NAAA, NIADA, CIADA and GIADA.

10 Industrial Drive Exeter, RI 02822

401/397-2801 Fax: 401/397-2474 www.osautoauction.com Fax on Demand: 800-298-6790

General Manager: Sales Manager: Fleet Lease Manager:

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Every Thursday Sale 10:30am. Weekly sales: fleet lease, repo and dealer consignments Inhouse floor planning. Audio & videotaped auctions. Auto IMS. Utility Sales 4th Thursday of every month at 10:30am. Newly constructed, state of the art, 8 lane facility on 44 acres with security and gate check-out 24 hours a day. Full reconditioning facility with onsite mechanics, body work, painting and detailing. Complete transportation. 30 minutes from Providence Airport. Call our fax on demand at 1-800-2986790 for run lists, market reports and directions.

A D E SA M E M P H I S 5400 Getwell at Holmes Road 901/365-6300 Memphis, TN 38118 Fax: 901/365-2795 www.adesa.com/memphis General Mgr: Dan Dietsch Asst General Mgr: Evert Asbridge Fleet Lease Manager: Susan Perkins Factory Mgr & GM Factory Account Mgr: Enna Gillihan General Sales Mgr: Ray Grant Tuesdays-Consignment Sale - 9:00am. Salvage/INOPS - 8:30am (every other week) RV & Boat Specialty Sale (Last Tuesday of the month) Toyota Financial Services - 9:30am. GMAC Nuvell - 9:30am. Wednesdays-GM Closed Factory - 10:00am. All Featuring LiveBlock (Biweekly) Featuring: ARI, Avis Budget Group, CapitalOne Auto Finance, Commerce Bank, DTG Operations, Drive Financial, DriveTime, Enterprise RAC, GE Consumer Finance, First Tennessee, Fleet Lease Disposal, GM Factory, GMAC, Marketwise, Nuvell, PAR North America, Regions Bank, Remarketing Solutions, SST, Sommerville Bank & Trust, Toyota Financial Services (Fleet), VRS/Credit Acceptance, Trustmark, Vanguard Alamo/National, World Omni/CenterOne and Wheels Inc. We offer: Full service reconditioning facility, quality arbitration diagnostic center and Mechanical Shop, Factory quality body shop. Please contact us for all of your service needs.

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C H AT TA N O O GA AU TO AU C T I O N , L LC 2120 Stein Drive Chattanooga, TN 37421 423-499-0015 Fax: 423-499-0304 Fax-On-Demand: 800-504-5068 www.chattaa.com General Mgr. Partner: Asst. General Manager: Fleet/Lease Mgr: National Sales Mgr:

Robert M. Sullivan Tammy Sullivan Kay Hudson Jason Lenhart

Tuesday 10:00am EST. Damaged and Disabled On Video 9:30am EST Every Other Week. Featuring 8 Selling Lanes, Auto Credit, Fairway Lending, GSA, WorldOmni Financial Corp, Triad Financial, Wachovia Dealer Services, Enterprise RAC, GCB Acceptance and regional new and used car dealerships. Independently Owned and Operated, 84 acre Complex, Post-Sale Inspections, Full Reconditioning Services, State of Art Facility, Full Mechanic Shop, Pick-up and Delivery Services, Internet Sales with On-Line Ringman.

MANHEIM’S NASHVILLE AUTO AUCTION, INC. 8400 Eastgate Blvd. Mt. Juliet, TN 37122 TFL4655, TFB4803

General Manager: Assistant GM: Assistant GM: Assistant GM: Marketing Manager: Sales Manager:

615/773-3800 Fax: 615/773-3805 Toll Free: 877/386-5004 www.manheim.com Sam Chaple Kevin Cook Rob Lyles Anita McCleese Nan Wilkins James Canepari

14 Lane State-of-the-Art Facility on 265 acres. Full Service Paint/Body & Reconditioning Facilities. 20 Minutes from Nashville International Airport . Fleet/Lease & Consignment Open Sales, Wednesdays at 9:00am. Open Sales Featuring: Advantage Rent A Car, Budget Truck Rental, Cendant, DTG, Enterprise Rent A Car, Fifth Third Bank, Fleet Lease Disposal, Ford Credit, GMAC, Hertz Rent A Car, HSBC, Infiniti, Jaguar, Land Rover, Lease Plan, Mazda, Primus, National Car Rental, Nissan Motors of America, Remarketing Solutions, Royal Rent A Car, RSA/SunTrust, SST, U.S. Bank, Vanguard Car Rental, Volvo Cars North America, Wells Fargo, plus Quality Dealer Consignment Vehicles. Ford Factory – Alternating Mondays, 11am. GM Factory – Alternating Thursdays, 10am. Simulcast available in 11 Lanes! Call Marketing for dates & details. Check us out on the web… www.nashvilleautoauction.com. View Manheim online for sales calendar, pre-sale inventories, market reports, simulcast sales, sales schedules and Online Vehicle Exchange OVE.com – Now Featuring Ford Credit, Nissan Factory & Hertz Rent A Car!

www.manheim.com

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MANHEIM’S TENNESSEE AUTO AUCTION, INC. 1450 Lebanon Rd. Nashville, TN 37210 TFL#1842

615/244-2140 615/313-3245 FOD: 800/891-1283 www.tennesseeaa.com

General Manager: Asst. General Manager: F/L Manager: TRA Manager: Dealer Sales Manager:

Robin Treadway Chris Bohannon Bobby Kurzrock Charlie Clarke David Pilgrim

170-Acre Facility. 7 Exciting Lanes. Full recon facility including mechanic, detail, and state of the art body and paint shops. Located centrally in Nashville within 5 miles of 3 major interstates and Nashvill International Airport. 5 lanes of online bidding through simulcast. AUCTIONS: Every Monday @ 4:00pm Every Tuesday @ 10:30am Total Resource Auction: 2nd & 4th Monday at 1:00pm. FLEET LEASE ACCOUNTS: Americredit, Citifinancial Auto, Wachovia, Regional Acceptance, Enterprise RAC, BB & T, US Marshall, Fort Campbell Federal Credit Union, Title Max, Title Bucks, Auto Credit, National City Bank, Drive Financial, United Auto Credit, Centrix Financial, AEDC Federal Credit Union, Tennessee Valley Authority, Bellsouth, Lighthouse Financial, Old Hickory Credit Union, Provident Leasing, Remarketing Services Of America, Ford Motor Credit & more! Plus over 1000+ of the finest dealer consignment and new car trades in the area! Check us out on the web at www.tennesseeaa.com where you can view sales calendar, pre-sale inventories, market reports & much more!

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TEXAS 2108 Ferguson Lane Austin, TX 78754

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1224 Big Town Blvd. Mesquite, TX 75149

972/288-7585 Fax: 972/216-4670 www.adesa.com/dallas

General Manager: Pat Stevens Asst General Manager: Tim Blanchard Bill Roberts Asst General Manager: Sales Manager: Greg Humphries F/L and National Accounts Mgr.: Geoff Parker Tuesdays-Boat & RV Sale - 10:00am (First Tuesday of every month) ThursdaysConsignment & F/L - 8:30am. Video & Salvage - 8:45am. Dealer Consignment 9:30am. Fleet/Lease - 9:30am. Lexus (BiWeekly) - 10:00am. BMW (Monthly) 10:00am. Honda (Bi-Weekly) - 10:00am. Toyota Financial Services. Open (Weekly) 10:00am. Closed (Monthly) - 9:00am. Fridays - 12:00pm. World Omni CyberAuction. DealerBlock 24 hours/ 7 days a week: Toyota/Lexus (Franchise dealers only), BMW, World Omni (open) Featuring: Bank of the West, BMW-FS, CapitalOne Bank, CapitalOne Auto Finance, CitiFinancial Auto, Drive Financial, Hertz RAC, Honda Remarketing, Key Bank, Lexus Financial Services, Suzuki Open & Closed, Toyota Financial Services, US Bank, Wachovia Dealer Services and World Omni/CenterOne.

A D E SA

H O U STO N

4526 N. Sam Houston Pkwy Houston ,TX 77086 281/580-1800 Fax: 281/580-8030 www.adesa.com/houston General Manager: Asst General Manager: F/L Account Mgr.: Sales Manager: Marketing Manager:

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Steve Swinford Stuart Overstreet Jennifer Turpin Chuck Taylor Amos Brown

Wednesdays-Salvage/In-Op - 9:00am Captive Finance & F/L - 10:00am. Consignment - 9:30am. Featuring: Chase Auto Finance, Capital One Auto Finance, Drive Financial, Regional Acceptance Corp., Toyota, Enterprise, Capps Van and Car Rental and Champion Automotive Group, Group 1 Automotive

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C A R M A X T E X A S 12800 Tuckahoe Creek Parkway 888/804-6604 Richmond, VA 23238 Fax: 888/607-0530 www.carmaxauctions.com CarMax Austin 13300 North I-35 Service Road Southbound Austin, TX 78753 Every Tuesday 3:00pm CarMax Dallas 3100 Spur 482 Irving, TX 75052 Every Monday 10:00am CarMax Ft. Worth 8400 Anderson Boulevard Fort Worth, TX 76120 Every Tuesday 10:00am CarMax Gulf Freeway 13100 Gulf Freeway Houston TX 77034 Every Other Monday 2:00pm CarMax Houston North 16110 North Freeway Houston, TX 77090 Every Other Monday 2:00pm CarMax San Antonio 3611 Fountainhead Drive San Antonio, TX 78230 Every other Tuesday 10:00am CarMax Southwest Freeway 6909 Southwest Freeway Houston, TX 77074 Every Monday 9:30am Here are just a few of our great benefits! • FREE, One-time National Registration • Free, One-time registration allows you to attend any CarMax auction across the nation. • Dealer only auctions held every week! • Our auctions are conducted by professional, licensed auctioneers and are held in numerous CarMax locations across the country. For a complete list of dates and times please visit us at www.carmaxauctions.com.

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HOUSTON’S 1ST CHOICE AUTO AUCTION 825 Rankin Road 281 821-2300 Houston, Texas 77073 Fax 281 821-2977 email: fcaa@1stchoiceaa.com www.1stchoiceaa.com Vice President & General Manager: John Poteet Vice President Sales & Marketing: Ray Skaggs Jim Shreeve Auction Manager: Fleet/Lease Manager: Keith Sommerlatte Fleet/Lease Coordinator: Wendy Reyna Metro Salvage and Damaged/Inop Sale Tuesday 10AM Regular Consignment Sale Wednesday 6PM 48 acres, 6 lanes, 1000 cars weekly including dealer trades, banks, and fleet units, floor planning, 24 hour secured site, reconditioning, transportation, AutoIMS, convenient location near Bush Intercontinental airport. Offering exceptional customer service! See you in the lanes!

M A N H E I M AU C T I O N S O F N O RT H T E X A S Manheim North Texas & Oklahoma. We welcome you with open arms and invite you to attend our sales in the Dallas / Ft Worth metroplex and Oklahoma City. * Going Above & beyond your expectations * One call does it all 866/4MANHEIM 866/462-6434

AU ST I N 512/873-4000 Fax: 512/873-4022 www.adesa.com/austin

General Manager: Marketing Manager: F/L Manager: Consignment Manager: Office Manager:

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Steve Swanson Kendra Yergovich Eric Jenkins April Hobson Josie Gandy

200 S. Callaghan Road San Antonio, TX 78227

Tuesdays Video Salvage Sale - 8:30am. Consignment - 9:20am. Boat & RV 12:30pm (3rd Tues. of Month) Featuring: Advantage RAC, AmeriCredit, CapitalOne Auto Finance, Chase, Donlen , DriveFinancial, Enterprise RAC, LCRA, PAR North America, Wells Fargo Auto Finance and Triad.

General Manager: Asst General Manager: F/L Manager: Consignment Manager: Marketing Manager:

www.usedcardealermagazine.com

A N TO N I O

210/434-4999 800/462-5686 Fax: 210/431-2740 www.adesa.com/sanantonio Sam D’amato Clifton Sprenger Larry Austin Retta Jasik Robert Brown

Thursdays-9:00 am. Featuring: Alamo Financial, ARI, Bank of America, DriveTime, DriveFinancial, Eastern Fleet, PAR North America, PNC Bank, Security Service FCU, USAA and WestLake Financial.

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N I A D A TEXAS - UTAH

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• MANHEIM’S DEALERS AUTO AUCTION OF DALLAS

Bonnie Benner Kathy Whaley Owen Stephens Ricky Pickett Yvonne Gonzales

Weekly Consignment Sales: Tuesday at 9:00am. Weekly New Car Trades Tuesday at 12:30 & Wednesday at 3:00. Mitsubishi Open (Bi-Weekly) 9:30am. Mitsubishi closed once a month simulcast on Wednesday at 10:00am. Bank Repos & FL featuring: Bank of America, Remarketing Services of America, WFS, PHH, Americredit, Drive Financial. TRA call for schedule. For Simulcast sales see Manheim Online.

• MANHEIM’S DALLAS AUTO AUCTION, INC. 5333 West Kiest Boulevard Dallas, TX 75236-1055 877/860-1651 Fax: 214/339-9361 www.dallasaa.com General Manager: Auction Manager: General Sales Manager: Dealer Sales Manager: MAFS Manager:

Barry Roop David Robertson Mike Copeland Bill Simpson Paula Doyle

Sales: Wednesday 9:00am - 4000 vehicles weekly. General Motors and Chrysler closed factory sales alternating Tuesdays 10am, Nissan/Infiniti closed factory sale monthly on Thursday 9:00am. Weekly D&D video sale at 9:00am. Friday Dealer Trade Sale @ 10:00am. Featuring: GMAC, Chrysler Financial, Nissan Remarketing, Chase, Wells Fargo Financial, HSBC, Enterprise RAC, Kia, Hyundai, Hertz RAC, ANC, and Avis RAC. For Simulcast sales see Manheim On Line

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• MANHEIM’S DALLAS F T.W O R T H A U T O A U C T I O N

2717 East Main Grand Prairie, TX 75050-6214 1/866/462/6434 888/833-3223 Fax: 972/264-2086 www.dealersofdallas.com General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: MAFS Manager:

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12101 Trinity Blvd. Fort Worth, TX 76040

866/794-3392 Fax: 817/538-3809 www.dfwautoauction.com

General Manager: Asst. General Manager: Asst. General Manager: Asst. General Manager: F/L Manager:

Frank Post John Swofford Russ Coghlan Troy Peterson Jason Keese

Sales: Every Thursday Ford Credit with Mazda American Credit starting at 9:30am. Featuring: GE Remarketing, SST, Donlen, Centrix Financial, Wheels, AEP, GSA. Used and Abused weekly. Factory closed sale for Ford Motor Co. bi-weekly on Wednesday at 10:00am. Simulcast Exotic Highline Sale monthly on Tuesday. Jaguar, Volvo Finance North America Inc., Porsche, Honda Finance featuring Acura units, VW/Credit Audi Financial, Land Rover, Mercedes Benz Financial as scheduled. For Simulcast sales see Manheim On Line.

• MANHEIM’S FORT WORTH VEHICLE AUCTION 2245 Jacksboro Hwy Fort Worth, TX 76114 800/722-3922 Fax: 817/740-5909 www.cowtowntrucks.com www.fortworthvehicleauction.com General Manager: Patti Bailey Asst. General Manager: Lowell Doublin MAFS Manager: Jennifer Endsley Dealer Sales Manager: Jennifer Wenszell Sale Day Friday. Consignment Weekly @ 10:00am. DriveTime, Fleet, and New Car Trades. RV/Boat Sale 2nd Friday @ 9:00am. Heavy Truck Sale 3rd Friday @ 10:00am. D & D Sale 1st & 3rd Friday @ 8:30am. Call for details. For Simulcast sales see Manheim Online.

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M A N H E I M ’S B I G H AU TO AU C T I O N 14450 West Road Houston, TX 77041 800/444-2444 281/890-4300 Fax: 281/890-7953 General Manager: Steve Green Dealer Sales Manager: Roma Templeton Lori Ludlow Factory Manager: F/L Manager: David Pratt Marketing Manager: Linda Fisher Weekly Consignment Sale Tuesday 9:00am featuring GMAC. General Motors bi-weekly, Mondays @ 1:00pm.

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M A N H E I M ’S T E X A S H O B BY AU TO AU C T I O N 8215 Kopman Road Houston, Texas 77061

713/649-8233 Fax: 713/640-8395 www.texashobbyautoauction.com

Jerry Branham General Manager: Assistant General Manager: Brent Green Bo Beason Assistant General Manager: General Sales Manager: Robert DiPretore Marketing Manager: Freda Cunningham

Monday 10:00am – Closed Ford Factory Sale (bi-weekly). Tuesday 4:15pm – Total Resource Auction – Consignment Sale. Featuring: Ford Motor Credit, GE Remarketing, AmeriCredit, CitiFinancial Auto, Gulf States Finance & more. Thursday 9:00am – Consignment Sale. Featuring: Ford Motor Credit, Mazda North American, Enterprise Rent-A-Car, Hertz, CAPPS, Remarketing Solutions, GE Remarketing, AmeriCredit, CitiFinancial Auto, Avis, Donlen, Vanguard, & more. As the premier auction in Houston, we offer 2500+ units with over 1000 New Car Dealer Trades weekly. We are a 10 Lane - Full Service – State of the Art facility located 5 minutes M A N H E I M ’ S E L P A S O from Hobby Airport (HOU). Check out our AU TO AU C T I O N website or Manheim Online for more information. Can’t make it to our sale? Try Simulcast 485 Coates Dr. El Paso, TX 79932 915/833-9333 or Online Vehicle Exchange. Toll Free: 877/587-2277 Fax: 915/581-9645 General Manager: Keith Coats Asst. General Manager: Jason Blake MAFS Manager: Debbie Langbehn Dealer Sales Manager: Mark Torrez TRA Manager: Logan McCoy F/L Manager: Dani Souba Reg. Sale every Thursday @ 10:00am. Featuring high demand Fleet/Lease groups such as; CitiFinancial, Capital One, GE Remarketing, Enterprise Rent-A-Car, AmeriCredit and many more. TRA Sales U TA H every other Monday starting at 2:00pm. For travel assistance please contact Erika Ortiz B R A S H E R ’ S S A LT L A K E at (915) 833-9333. Can’t make it to the Sun AUTO AUCTION City? No problem, join us on Simulcast! Ask about our transportation assistance today! 780 S. 5600 W. Salt Lake City, UT 84104 801/322-1234 Sales: 801/478-1800 Fax: 801/322-1315 www.BrashersSaltLake..com “Intergity Driven, Proven results” General Manager: Assistant General Manager: Ops & Ford Manager: Sales Manager: F/L Manager: Finance Manager:

Rob Brasher Justin Booth Bill Brooks Matt Tignor Lee Anglin John McPhie

SALES: Regular Consignment Tuesdays @ 9:00; (10 Lanes with 4 Lanes Online) Ford Factory @ 10:00 (Bi-Weekly) Wrecked and Salvage, RV Sale @ 8:30 am (first Tuesday every month) SERVICES: Professional Body, Paint, and Detail Shop; High Tech Mechanic Shop Buyer Protection Plans; Flooring Available Transportation Assistance Ford Motor Credit, Mazda Open Factory, Primus, Wells Fargo Bank, Wachovia Dealer Services, GE Remarketing, HSBC Auto Finance, Chase Auto Finance, America First Credit Union, Zion’s Bank, Bank of the West, National Kidney Foundation, Loan Max Title Loans, Enterprise RAC, Hyundai Motor Finance, Dollar RAC, PHH Arval, Wheels, Drive Financial, Barco Rent-A-Truck, and more!

FEBRUARY 2008


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VIRGINIA A D E SA WA S H I N GTO N

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43375 Old Ox Road Dulles, Virginia 20166

703/996-1100 Fax: 703/996-1101 www.adesa.com/washington

General Manager: Asst General Manager: F/L Manager: Consignment Manager: Transportation Manager:

Jon Perhach Nancy Davis Trish Pozdyn Bryan Dougherty Richard Andrade

Wednesdays - 10:00am. F/L & Dealer Consignment. Top of the Line Sale - 9:30am (Monthly) Featuring: Alliant Credit Union, Avis Budget Group, BMW-FS, Capital Leasing, CapitalOne Auto Finance, CCC Leasing, DriveFinancial Services, Enterprise RAC, Fairfax County FCU, Fleet Lease Disposal, Hertz RAC, Honda Remarketing, Mercedes-Benz Financial , Navy FCU, New Horizon Credit Union, NMAC, Northwest Federal Credit Union, RSA, PAR North America , Pentagon FCU, United Auto Credit, Vanguard Car Rental USA, VCI/Audi Financial and Wachovia Dealer Services.

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M A N H E I M ’S H A R R I S O N B U RG AU TO AU C T I O N 3560 Early Road (I81, Exit 243)] Harrisonburg, VA 22801 Mail: PO Box 1086 Harrisonburg, VA 22801-1086 540/434-5991 Fax: 540/434-6813 General Manager: F/L Manager: Sales Manager:

Karl Kiracofe Lee Barbato Donnie Michael

Sale Every Wednesday- Early Bird @9:00am & Regular sale @ 10:00 am with Fleet & Lease Lanes simulcast. Featuring: Dealer Consignment,Remarketing Services of America, Wachovia, Americredit, DriveTime, PH&H, Wheels, Remarketing Solutions, Systems & Service Tech and many more accounts. TR/Salvage Sale second and fourth Wednesday of each month • Full Service Auction • Complete Reconditioning Facility • Full Mechanical Facility • Hi Tech Body Shop • On-site Finance (MAFS) • Mobile Auction Service Try Harrisonburg Auto Auction "Quite Possibly the best."

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N O RT H W E ST

2215 S. Hayford Rd. Spokane, WA 99224 PO Box 19190 Spokane, WA 99219

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Bob McConkey, Jr. President: Vice Pres./General Manager: Greg Mahugh Bruce Wanker Sales Manager: National Accounts Mgr.: Mike Mikkelsen Consignment Auction: Thursday 9:00am Services: 24-hour check-in, Unlimited pick-up and delivery, Direct return facility, Auto IMS, LiveLane, LiveLot and OnLine Ringman Internet sales, Complete Reconditioning Services, Canadian Import Services. Primary Accounts: Ford Motor Company, Ford Credit, GE Remarketing, Bank of America, Wells Fargo Auto Finance, Triad Financial, WFS Financial, CitiFinancial Auto, DTG Operations, Inc and Enterprise Rent A Car.

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WISCONSIN A D E SA

509/244-4500 Fax: 509/244-8244 www.daanorthwest.com

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VIRGINIA - WISCONSIN

N I A D A W. 10415, SR 33 Portage, WI 53901

W I S C O N S I N 608/742-8245 Fax: 608/742-4415 F/L Fax: 608/742-4825 www.adesa.com/wisconsin

General Manager: Asst General Manager: F/L Mgr & Marketing Mgr.: Dealer Sales Manager:

Tom Francois Jim Hostert Beckie Bass David Lavold

Thursdays-Consignment & F/L - 9:30am. Dealer Consignment - 10:00am. Featuring: Amcore Bank, Avis Budget Group, Chase , Great Wisconsin Credit Union, Donlen, Drive Financial, Emkay, Enterprise RAC, SBC, PAR North America, Summit CU, Wachovia Dealer Services, Wheels Inc. and UW Credit Union.

Powered by the Auction Pipeline M A N H E I M

A M E R I C A N AU TO AU C T I O N C H E SA P E A K E 600+ Units Per Week. Virginia's Largest Dealer & Public Auction Contact Information: 3856 S. Military Hwy, Chesapeake, VA 23321 757/485-3342 Fax: 757/487-1213 www.amerautoauction.com Management and Sales Contacts: President: Steve Yancoskie General Manager: Gary Benton Institutional Contact: Tony Reed Sales Manager: David Fischer

PO Box 5189 Kent, Wa 98064 T I D E WAT E R AU TO AU C T I O N 3316 S. Military Hwy Chesapeake, VA 23323 General Manager: F/L Manager: Operations Manager: Sales Manager:

757/487-3464 Fax: 757/485-2227 www.twaa.com Mike Hockett Dody Nolan Dean Vasser Ken Strauss

Consignment Sale with over 1200 Consignments every Wednesday @ 9:45am. Featuring over 600 lease accounts.

Sale Information: Live sale: Saturday; 5 Lanes of Action; Doors open: 8am; Auction kickoff: 10am Special Services: Recon Services, Transportation Available. Floor Plans Available. Special Sellers: Coastal Credit, Newport News Shipbuilding Federal Credit Union, Old Point National Bank, Hampton Roads Finance Company, Langley Federal Credit Union, ABNB Federal Credit Union, First Advantage Federal Credit Union, Victory, Freedom Ford, Green Gifford, Cavalier Ford, First Team Super Store, Hampton Chevy Mazda, Driver’s World, Greenbrier Auto Group, LoanSmart.

WASH I N GTO N A D E SA

S E AT T L E

S E AT T L E 206/762-1600 Fax: 253/395-2275 www.ss-aa.net

General Manager: Julie Picard Assistant General Manager: Ray Priest Dealer Sales Manager: Greg Comstock Marketing Manager: Laurie Taisey Fleet/Lease Manager: George Powell Consignment Sales: Wednesday 9:00am. Virtual Tow Sale: 8:00am. Ford Factory Sale Bi-weekly 10:00am. Ford Factory, Ford Credit, Toyota Factory, Toyota Financial Services, Nissan Factory, Cendant, ARI, Volvo, NMAC, Mazda, BMW Financial Services, BMW NA, Hertz, SAAB Financial, Vanguard RAC, Hyundai, Suzuki, Wells Fargo, Chase, Lease Plan, Jaguar, HSBC, Bank of America, GE Remarketing, WDS Financial, KIA, Dollar, Wheels, World Omni, Center One Remarketing, Mercedes-Benz Financial, Mitsubishi, Lexus Financial, Infiniti, Enterprise, Advantage, ANC, ARI, ARS, Budget.

621 37th Street N.W. Auburn, WA 98002

253/735-1600 Fax: 253/351-0320 Fax-On-Demand: 800/805-8034 www.adesa.com/seattle

General Manager: Greg Beck Asst General Manager: Jason Arcaro Operations Manager: Joe Komenda F/L Manager: Dan Watt Dealer Consignment Manager: Kjersta Loyd Tuesdays F/L & Consignment - 9:30am. Thursdays-Consignment Sales - 5:30pm. GM Factory Sale - 9:00am (Every other Week) DaimlerChrysler Sale - 9:30am (Every other Week) Subaru - 10:00am (Monthly) Wrecked & Damaged Sale 4:30pm (Every other Week) Featuring: Avis, Boeing Credit Union, CapitalOne Auto Finance, Collateral Remarketing Services Inc., Chrysler Financial, DTG Operations, DaimlerChrysler – Factory, Enterprise RAC, GM Factory, GMAC, Key Bank, PAR North America, Subaru Factory, US Bank, Wells Fargo Auto Finance & Many More.

www.usedcardealermagazine.com

USED CAR DEALER MAGAZINE

FEBRUARY 2008

73


carcounselor@niada.com

By Keith Whann

n? What does this mea

...can you tell me in layman’s terms what some of the most common mistakes are? r ... guidelines for us to conside Can you give us a few broad

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QUESTIONS

HE HAS ANSWERS!

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USED CAR DEALER MAGAZINE

JANUARY 2008

QUESTION:

Without focusing on any specific statutory requirements, some of the more general mistakes I see on a day-to-day basis include: • Required documents are missing. • Incorrectly drafted or conflicting documents. • Missing or incorrect disclosures. • Misstated obligations, rights or remdies of the parties. • Failure to integrate material state ments. • Improper use or completion of the paperwork by dealership employees. • Incompatibility of the paperwork with the dealership’s computer system.

• All material limitations and/or exclsions must be disclosed. • Disclosures should be clear and conspicuous. • In close proximity to the words stating the offer. • Using an asterisk, in and of itself, is not in close proximity. • Disclosures should be set forth such that they are easily legible, sufficiently specific, and leave no reasonable probability of being misunderstood. • All advertising claims made must be substantiated. • Advertisements should avoid any type, style, size, layout or illustration that may obscure any fact or create, in the reasonable consumer’s mind, an erroneous impression concerning\ any aspect of the transaction. Of course, don’t forget specific requirements like Federal Regulation Z (The Truth in Lending Act) and your State Unfair and Deceptive Acts and Practices Act. Good luck!

QUESTION:

“Words of Wisdom” from the Car Counselor to consider when making your New Year’s Resolutions

I have been hearing a lot about the importance of having the right paperwork in a car deal. I know there are laws on some specific things, but can you tell me in layman’s terms what some of the most common mistakes are?

ANSWER:

We are going to start doing our ads “in-house” to give them a different look and feel than they have had in the past. Can you give us a few broad guidelines for us to consider when developing our ad content and layouts?

ANSWER: Keep the following in mind and you should be off to a good start in being able to create both effective and compliant advertisements.

Know what you are doing. The problem with aiming at the wrong target is sometimes you hit it! Past success does not necessarily predict your compliance future. Most dealers never think they have a problem until they actually do, and then it’s often a big one! If compliance is not a priority to you, the Dealer, don’t expect it to be to your employees!

Used Car Dealer - January 2008  

The official magazine of the National Independent Automobile Dealers Association (NIADA). Used Car Dealer is the oldest and most established...

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